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Why Most Businesses Fail to Fill Their Pipeline

If you want your business to succeed, there is one truth that overrides everything else: you must get enough profitable sales. It really is that simple. In my 31 years of working with over 10,000 small businesses, I have seen companies fail for many reasons — cash flow problems, operational issues, poor financial management. But at the root of almost every failure is the same thing: not enough sales coming through the door.

Michael Gerber captured this brilliantly in his book The E-Myth: Why Small Businesses Don't Work and What to Do About It. He identified three core departments in every business — marketing, operations, and finance. Most business owners are experts in operations. They are brilliant at what they do. But they know very little about marketing and sales, and that is where the pipeline runs dry.

Watch the Full Training

In this live session, I walk you through my complete framework for filling your pipeline — the same system I have used to help clients achieve an average of 45% growth within 12 months. Watch it now:

If you want to know more from me and you want to benefit from nearly 30 years of experience helping thousands of businesses in hundreds of industries all over the world and the time that I've spent learning from the worlds leading masters in the world of sales and marketing, the next step for you is to book a one-to-one meeting with me and you can do so by going to resultsmastery.com thanks very much for listening.

Support the show

Thanks for your interest in my podcast. For 30 years I’ve had a mission to help businesses to become more effective and I’m now using this podcast as a medium for achieving this. To find out more from me take a look at the links below.

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I've spent over 31 years as a business growth advisor, having worked with over 10,000 businesses and achieved an average growth margin of 45% within 12 months.

During this time, I've learned a lot of things, some of which worked and some of which didn't. I've selected my top five effective strategies that you need to know in 2026.

Watch this video and learn what I think is the difference between success and failure in business.

1. Lack of measurement - One of the biggest mistakes I see is a lack of measurement.
   
   I'm not talking about financial measurement, although I would say financial awareness is definitely a mistake made by 80+ percent of all small business owners. Rather, I'm talking about a lack of quantification and measurement of sales and marketing results.
   
   In this video, I discuss what you should be measuring and why you should be measuring it.
2. Testing - the three most important things in marketing and sales: testing, testing, and testing. Learn why by watching this video.
3. Better, more,
4. Better, more, new - This is one of the secrets to your success in business.
   
   The steps are:
   1. Improve your marketing by making it better
   2. Do more of it
   3. Introduce new marketing ideas
   
   You must follow this order and not do it the other way around.
5. The last of the five key areas is AI, or artificial intelligence – I'm not talking about ChatGPT. I'm talking about maximising your AI results by learning a few AI tools that really work and can make a massive difference in your business.
   
   I would estimate that 99% of small businesses that use AI are using less than 5% of the effectiveness of the individual AI resources.

Want to know more from me? Go to results-mastery.com and don't forget to subscribe to my podcast.

If you want to know more from me and you want to benefit from nearly 30 years of experience helping thousands of businesses in hundreds of industries all over the world and the time that I've spent learning from the worlds leading masters in the world of sales and marketing, the next step for you is to book a one-to-one meeting with me and you can do so by going to resultsmastery.com thanks very much for listening.

Support the show

Thanks for your interest in my podcast. For 30 years I’ve had a mission to help businesses to become more effective and I’m now using this podcast as a medium for achieving this. To find out more from me take a look at the links below.

Website

Send us Fan Mail

How to Get Your Clients to Recomend You More Often

During this Podcast I am going to cover:

1. Why most referral strategies fail and why just asking doesn't work
2. The three conditions that must be in place before a client will refer you
3. How to build a referral system which runs without you having to chase it
4. The exact words to use when asking for a referral naturally and confidently
5. How to reward referrals in a way that encourages repeat behavior

Steve

If you want to know more from me and you want to benefit from nearly 30 years of experience helping thousands of businesses in hundreds of industries all over the world and the time that I've spent learning from the worlds leading masters in the world of sales and marketing, the next step for you is to book a one-to-one meeting with me and you can do so by going to resultsmastery.com thanks very much for listening.

Support the show

Thanks for your interest in my podcast. For 30 years I’ve had a mission to help businesses to become more effective and I’m now using this podcast as a medium for achieving this. To find out more from me take a look at the links below.

Website