Building a reliable sales engine isn’t just about scripts or pipelines, it starts with understanding how buyers think, behave, and make decisions. In this first session of our three-part January series with Viking Sales Consultants, we’ll explore the real forces that shape sales outcomes and why certain conversations create opportunity while others hit a dead end.

You’ll walk away with a clearer view of the emotional and strategic road they’re truly driving on… and a simple framework for generating momentum, even without a large pipeline or a dedicated sales team.

Topics Covered:

• Why some sales conversations spark opportunity—and why others fall flat
• Buyer motivation (Fear vs. FOMO)
• The five buyer types
• The Ping-Pong Conversation Method
• The 50/50 Rule (instinct vs. data)
• How to earn visibility with prospects who don’t know you yet
• What actually happens inside a sales funnel (and why deals stall)
• Keeping referral partners engaged and sending opportunities

Attendees Will Learn:

• How buyers think, decide, and respond
• Why clarity drives stronger conversions
• How visibility fuels early-stage sales success
• A simple approach to diagnosing and correcting stalled deals

This webinar is open to all JumpStart clients, partners, and community businesses. Registration is required to receive the Zoom link.