Celeste holds the designation of Certified Gap Selling Training Partner with A Sales Growth Company and works with teams to help them win more. With a knack for problem-centric discovery, Celeste leverages her own experience as an active seller building with over 23 years of experience in the Corporate Selling arena. Her accolades include the Director of Sales of the Year award, 2x Manager of the Year, and being named 40 under 40 for the Triad Business Journal. Celeste also holds a certified sales designation from Marriott International and in 2023 was named one of the Top 15 LinkedIn Experts in Denver by Influence + Digest. Celeste resides in Colorado with her husband and daughter.
Lead gen has turned into a weird vortex where everyone’s selling leads to people who also sell leads, and no one’s stopping to ask if the leads are even good or if they get any. Most of what’s out there is just shallow, AI-scraped signals dressed up as intent; someone liked a post, clicked a link, or visited a page once. It’s all being sold as “qualified” when it’s really just a volume game. Why is this?
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Only 5% of buyers said ROI was the reason they purchased.
Yet most sales leaders still tell their teams to sell it (because most likely as a sales leader, you are still asking about ROI when you make your own purchases).
Here’s the problem: ROI isn’t urgency. It isn’t a case. It’s a stall.
When your team skips the actual problems and leads with future-state promises, they’re not building deals. They’re building ghosting, long sales cycles, and hope.
We all know the call.
“We’re reaching out about your car’s extended warranty…”
Eye roll and Click.
Nobody wants the car’s extended warranty. It’s not because they love to pay repair bills and roll the dice on if a car will ever breakdown, but because the way it’s sold is awful and doesn’t make you think at all about the risk. Here’s how your team can change how they approach discovery to avoid the eye roll and click.
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The best sellers don’t pitch. They don’t just check a discovery box and move on.
They help buyers see what’s really happening in their business. They quantify the risk of staying the same. They build a case for change and act like business analysts.
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Imposter Syndrome. It creeps in when you least expect it—like when you’re gearing up for a call...
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