Marjorie Dudley

Most sales professionals don’t have a knowledge problem.

They have a process problem.

Because revenue doesn’t just disappear at the end of the sale—it leaks slowly, quietly, at every stage of your sales process. And the worst part? Most of those leaks are invisible unless you know where to look.

That’s exactly why I created a self-assessment—to help you identify where your process is strong… and where it’s costing you money.

Let’s walk through the six biggest areas where sales professionals unknowingly leave money on the table.

1. Lead Generation & Referrals: Inconsistent Inputs = Unpredictable Income

If your pipeline feels like a rollercoaster, this is likely where the problem starts.

Most people generate leads when they need them, not consistently. They don’t have a repeatable referral system, and they don’t track what’s actually working.

So what happens?

• You ride emotional highs and lows
• You chase instead of attract
• You accept bad-fit opportunities just to fill gaps

Money left on the table:
Opportunities you never created in the first place.

High performers don’t rely on luck—they build predictable lead flow through intentional relationship-building and systems.

2. Building Rapport & Trust: Rushing the Foundation

This is where a lot of “good” salespeople lose great deals.

You’re likable. You’re personable. But you might be moving too fast into “pitch mode” before the prospect feels fully understood.

From the assessment:

• Are you listening more than you talk early on?
• Are you adapting your communication style to the client?
• Do they feel understood… or just sold to?

Money left on the table:
Deals that never fully materialize because trust was never fully built.

People don’t buy when they understand your product.
They buy when they feel understood.

3. Uncovering Pain (Diagnosis): The Biggest Revenue Leak

This is the most expensive mistake in sales.

Most people accept surface-level problems:

• “I need more leads”
• “I want to grow my business”
• “I’m struggling with conversions”

And then they jump straight to solutions.

But the real money is in going deeper:

• What is this costing them financially?
• What is this costing them emotionally?
• Why does this matter now?

From the assessment:

• Do you quantify the cost of the problem?
• Do you uncover urgency?
• Do you stay in the problem long enough before solving?

Money left on the table:
Higher-value solutions, stronger urgency, and faster decisions.

If they don’t feel the weight of the problem, they won’t feel the need for the solution.

4. Preventing & Overcoming Objections: Playing Defense Instead of Offense

Most salespeople treat objections as something that happens at the end.

Top performers prevent them before they ever show up.

Instead of reacting, they:

• Address concerns proactively
• Stay curious instead of defensive
• Get to the real objection beneath the surface

From the assessment:

• Do you handle price objections without discounting?
• Do you reframe objections into clarity?
• Do you avoid hearing “I need to think about it”?

Money left on the table:
Deals that stall, drag out, or quietly disappear.

Objections aren’t roadblocks.
They’re signals that something earlier in the process wasn’t fully developed.

5. Closing & Gaining Commitment: Leaving It Open-Ended

This is where many salespeople hesitate.

You’ve built rapport. You’ve had a great conversation. You’ve presented a solution…

…and then you don’t actually ask for the business.

Or you say things like:

• “Let me know what you think”
• “Take some time to consider it”
• “We can reconnect later”

From the assessment:

• Do you clearly ask for the business?
• Do you guide toward a decision?
• Do you create urgency tied to their goals?

Money left on the table:
Deals that should have closed—but didn’t—because you didn’t lead.

Clarity creates confidence.
And confidence closes deals.

6. Presentation & Solution Alignment: Saying Too Much (or the Wrong Things)

This is where over-explaining kills momentum.

You think you’re adding value by sharing more…

But what you’re actually doing is:

• Diluting relevance
• Confusing the buyer
• Losing emotional connection

From the assessment:

• Do you tailor your presentation to what they said they care about?
• Do you present only what’s relevant?
• Do you match their communication style?

Money left on the table:
Deals that could have closed cleanly—but got buried in unnecessary information.

The best presentations feel simple, obvious, and aligned.

The Hard Truth: Your Lowest Score Is Your Biggest Revenue Leak

On page 5 of the assessment, there’s a simple but powerful insight:

Your lowest scoring category is your biggest revenue leak.

Not your personality.
Not your market.
Not your pricing.

Your process.

And the good news? That means it’s fixable.

Want to Find Your Biggest Revenue Leak?

If you’re serious about tightening your sales process and increasing your conversions, this is where you start.

👉 Download the full self-assessment and score yourself across all six areas.

It takes less than 10 minutes…
…and it will show you exactly where you’re leaving money on the table.

Because once you can see the gaps, you can fix them.

And when you fix the process—you fix the results.

Stay relentless.