Andy Mewborn's Linkedin Analytics

You don't have a sales problem. You have a buying problem. This hit me yesterday during a team review. We were analyzing our "lost" deals from Q1: 63% = "No decision" 22% = "Went with competitor" 15% = "Budget constraints" "No decision" is the real killer. Not your competitor. Not price. Not features. It's prospects unable to reach consensus. The Harvard Business Review found: - 5.4 stakeholders in average B2B purchase - 6.8 information sources consulted - 84% of buying journeys longer than expected Yet most sales processes still focus on: - YOUR pitch - YOUR follow-ups - YOUR cadence Instead of: - THEIR buying committee - THEIR internal selling needs - THEIR consensus-building process A prospect messaged me this morning: "I love your solution, but I'm struggling to get everyone on the same page." I didn't respond with: - Another feature explanation - Another case study - Another discount offer I sent a digital room where they could: - Map their buying committee visually - Document each stakeholder's concerns - Track who had reviewed which materials - Collaborate on implementation planning They closed two weeks later. Modern sales isn't about selling to one person. It's about helping one person sell to five others. Yet 92% of sales content isn't designed for this reality. Your champion doesn't need: - Your 45-slide deck - Your technical deep dive - Your complex pricing structure They need tools to make THEIR job easier: - Visual explanations they can share in 30 seconds - ROI calculations they can customize themselves - Objection responses they can deliver confidently When you fix THEIR buying problem, YOUR sales problem disappears. Simple as that. Agree?

"Just checking in on that proposal." I sent this email the other day. My 4th "check-in" to this prospect. No response. Frustrated, I called my sales amigo: "I don't get it. Great demo, they loved our solution, but now they've gone dark." He asked a simple question: "What content have they engaged with since your demo?" I had no idea. The truth hit me: I was flying blind. I sent PDFs, presentations, and pricing. But had zero visibility into what they actually viewed. Were they showing it to others? Did they have concerns? Was anything resonating? I had no clue. Last week, I tried a different approach: After a promising demo, instead of attaching files to an email, I created a digital sales room. Inside: - Everything they needed to evaluate us - Organized by their specific priorities - Clear calls-to-action for next steps The difference was immediate: Day 1: The main contact viewed the ROI calculator twice Day 2: They shared it with their CFO (who I'd never spoken to) Day 3: The CFO spent 30 minutes on pricing information Day 4: They downloaded our security documentation Day 5: The main contact viewed implementation timeline 3 times I picked up the phone: "I noticed you've been looking at our implementation process. Any questions about that timeline?" Their response: "How did you know? Yes, actually, we're concerned about..." The objection surfaced BEFORE it killed the deal. Old school selling: Send content. Cross fingers. Guess what's happening. Modern selling: Share content. Watch engagement. Address concerns proactively. The hard truth: 90% of buying happens when you're not in the room. Are you still pretending those blind "check-in" calls are a strategy? Or are you watching how prospects actually consume information when you're not there? Stop asking prospects to update you. Start building systems that show you what's really happening. Agree?

A prospect asked me yesterday: "Can you send over that 23-page deck?" I replied: "No." "But we need to review your solution internally." I smiled and said: "I have something better." Instead of overwhelming them with an unreadable deck, I created a custom digital sales room in less than 2 minutes. It included: •••Only the slides relevant to their specific pain points •••An ROI calculator tailored to their business •••Short video recaps of our conversations •••Clear next steps with timeline The result? Their buying committee reviewed everything in 24 hours. Decision makers I hadn't even met became advocates. The deal closed 3 weeks faster than our average. When I checked the analytics, the CEO had viewed the ROI calculator 8 times. Old sales playbook: Bombard prospects with information and hope something sticks. New sales playbook: Create personalized spaces that help buyers sell themselves. Your prospects don't want more content. They want the right content, organized intuitively. Trust them to make good decisions when given the right tools. Agree? __ P.S. We built Distribute to help sales teams create these buyer-friendly digital sales rooms in one click. No more generic decks. No more lost deals due to information overload. Just a simple space that turns confusion into clarity. Want to see how? DM me.

I had a call with a prospect last week. It went great. So I did what most reps do: Sent a follow-up email with 7 attachments. Added them to our drip campaign. Scheduled 3 "check-in" calls. Then silence for 2 weeks. Finally, they responded: "Sorry, we've been overwhelmed trying to review everything you sent. Can we have another call to refresh?" I had failed. Not because my solution wasn't right. But because my follow-up created chaos instead of clarity. So I changed my approach with the next prospect: After our demo, I created a single digital sales room. Inside: - A 2-minute video recap - Only the resources they specifically asked for - An interactive timeline showing implementation steps - Clear next action items for both sides The result? They engaged with the content within hours. Shared it internally with 5 new stakeholders. And moved to contract discussions 3x faster. Here's what I learned: Sending prospects scattered information isn't helpful. It's selfish. When you respect how buyers actually make decisions, everything changes. Your calendar fills with fewer "recap" calls. Your deals move with less pushing. Your champions actually feel equipped to advocate for you. Stop treating follow-ups like a game of content volume. Start creating spaces where buyers can consume information on their terms. Agree? ______ P.S. We built Distribute to turn every sales call into an organized digital room your prospects will thank you for. One click to transform confusing follow-ups into a buying experience prospects actually enjoy. Want to see how it works? DM me.

"Deal's looking good. I'm in with the CMO." A colleague shared his excitement. I rolled my little eyeballs. "What?" he asked, confused. "Single-threaded deals die," I replied. Three weeks later: "CMO went on leave. Deal's stalled." I wasn't surprised. The average B2B purchase now involves 11+ stakeholders. Yet most reps are still playing the "one relationship" game. Old playbook: Find one champion. Let them "sell internally" for you. Hope for the best. Failure rate? About 80%. A recent client win taught me the better approach: Initial call with the VP of Sales. Great fit, but I asked: "Who else needs to be comfortable with this decision?" The list: - CRO (economic buyer) - IT Director (technical approval) - Sales Enablement (implementation) - 2 Regional VPs (end users) That's 6 people. Each with different: - Priorities - Objections - Questions Rather than pestering my champion to coordinate everything... I created a single digital room with: - Role-specific sections for each stakeholder - Tailored ROI calculations for the CRO - Security documentation for IT - Implementation timeline for Enablement - Quick-start guides for the Regional VPs My champion shared the link. The magic happened silently: Analytics showed the CRO viewed the ROI calculator 5 times. The IT Director spent 15 minutes on security docs. Both Regional VPs watched the training videos. I hadn't spoken to any of them directly. But they were all selling themselves. When we finally had the "decision call," everyone was already aligned. No last-minute objections. No mysterious "other stakeholders." No surprises. Here's what changed: Old approach: Pray your champion effectively represents you to people you never meet. New approach: Give every stakeholder what they need, even without direct access. Multi-threading isn't about scheduling more calls. It's about making yourself irrelevant to the process. The best deals close when stakeholders convince themselves...without you in the room. Are you still gambling on single-threaded relationships? Or building networks that sell for you? Agree?

Sellers: Tired of spending DAYS on business cases that still don't convert? I just deleted 16 Excel templates I'll never need again. Finally got my weekends back. The old way of building business cases is no bueno. One click and I created what used to take my entire Sunday. My prospect thought I spent all weekend on this. Little did he know I built it during my morning coffee.

90% of sales content goes unread. Why do most sales teams still: - Send attachments - Build slide decks - Create lengthy proposals It doesn't work. Instead of attachments, let's look at engagement. Instead of volume, let's look at accessibility. During deals: - Turn off the pitch - Turn up the transparency A customer of ours closed a 7-figure deal last week. His secret? Zero follow-up emails. Zero "checking in" calls. Zero pressure tactics. Just a simple digital room where the prospect could: - Share information with stakeholders - Calculate their own ROI - Access resources when they needed them - Ask questions anonymously The buyer told them afterward: "This was the first time I didn't feel like I was being sold to." The old playbook was built for sellers. The new playbook is built for buyers. When you force prospects to follow YOUR process: - They feel manipulated - They hide objections - They ghost you When you create spaces aligned with THEIR process: - They feel respected - They reveal concerns - They collaborate with you Build a buyer-first approach. Create transparent spaces. Ignore the old playbook. Stop selling. Start facilitating. Who's with me?

How do you measure sales content effectiveness? Most teams use: • Open rates • Response rates • Meeting conversion But what happens AFTER the meeting? That's where deals are won or lost. Yet 89% of sales teams have ZERO visibility into how prospects engage with their content after calls. They're flying blind. When your champion says: "We're still reviewing internally." Do you know: • If they've shared your materials? • Which stakeholders have seen them? • What specific sections they've focused on? • Where they're getting stuck? Most sales leaders have no idea. "Let me send you more information" has become code for: "Let me send content into a black hole and hope you look at it." This is why your follow-ups feel desperate. This is why your deals stall mysteriously. This is why your forecasts are always wrong. Last quarter, I measured something different: Not activity. Not meetings. Not emails sent. But actual ENGAGEMENT: • Time spent with our content • Pages viewed by which stakeholders • Questions asked anonymously • Resources downloaded and shared The insights were shocking: Deals we thought were "hot" showed zero engagement. Opportunities we'd written off had multiple stakeholders reviewing daily. 60% of our content was never opened. 3 key objections were appearing in the data that prospects never mentioned on calls. Stop measuring what YOU do (calls, emails, meetings). Start measuring what THEY do with your information. The difference will transform your pipeline. Your best salespeople don't sell products. They create spaces where buyers can sell themselves. And the data tells them exactly how to facilitate that process. Does your current process give you this visibility? Or are you still guessing what happens after you click "send"?

A champion at a prospect company messaged me: "Our CRO needs to see ROI before we can move forward." I replied: "I'll create a custom deck." Then I spent 6 hours building the perfect slides. I even practiced my pitch for 2 hours. The champion called me: "The CRO can't make the meeting. Can you just email over the materials?" My heart sank. The deal was dead. Not because our solution wasn't valuable. But because I made a classic mistake: I built a presentation that needed ME to deliver it. Think about it: Your champions want to sell for you. But you give them tools that only YOU can use effectively. No wonder deals stall. The next week with a different prospect: Same situation. CRO needs ROI proof. But this time, I built a digital room with: - An interactive ROI calculator they could customize - Short, scannable value points (not paragraphs) - Competitive comparison they could filter by priorities - Answers to common objections The champion messaged me days later: "The CRO approved. How soon can we start?" Here's what changed: Old approach: Create content that makes YOU look good. New approach: Create content that makes your CHAMPION look good. When your champion presents to their boss, do they need: Your 37-slide deck with your branding all over it? Or a space where they can guide the conversation their way, answering questions in real-time? Stop designing sales content for yourself. Start designing it for the people who actually close your deals. Your champions. Agree?

"Stuck deals making you wanna punch ya laptop?" Cold emails. Endless follow-ups. Discount begging. Duuuuuuude. Thinking of throwing your CRM out the window yet? Or maybe doing a vodka IV drip while checking your pipeline? Tools to do this. Tools to do that. Videos for this and decks for that. As you work longer. Harder. Earlier. Later. On weekends... Refreshing your email every 5 minutes... While pretending to pay attention on a demo call you shouldn't even be running. screams at sky All this to try and close that ONE DEAL stuck in your pipeline. It's okay. There's a solution. Here it is... Custom ROI calculators that close deals while you sleep. Did I get your attention? Want a band-aid for that bleeding pipeline? But listen... If you finally wanna get those deals unstuck. Moving forward. And CLOSED faster than you thought possible. Then this 'ROI calculator hack' is for you. I just watched a 20K deal that was stuck for TWO MONTHS get closed with this. And here's the crazy part... You can build it without knowing a single line of code. No developer needed. No expensive software. Just two simple AI tools: 💰 Distribute (for account-based one-pagers) 🔥 Lovable (for the calculator magic) Here's how it works: First, you create a one-pager in Distribute. Then ask the AI to outline your ROI calculator. Boom. Next, take that outline to Lovable. Let the AI work its magic. Deploy your calculator. Embed it in your Distribute page. And BOOM. You've got a fully interactive ROI calculator your prospects can actually play with. Not some static spreadsheet with made-up numbers that scream "FAKE!" But a dynamic tool where they can mix and match their own scenarios. And see EXACTLY how much value you'll deliver. Look, amigo... at the end of the day... When champions share these with their buying committees, deals MOVE. I've seen it happen over and over. And you can build one in less time than it takes to cry over another lost deal. So slip on your big boy pants. Stop sending the same follow-up email for the 47th time. And start showing REAL value with custom ROI calculators. Your pipeline will thank you. Your bank account will LOVE you. And that deal that's been stuck since the Stone Age? It's about to get unstuck faster than you can say "commission check." Now go build your calculator. Before your competitor does.

"Can we schedule another call? I don't remember what we discussed." A prospect sent me this. After we'd already had THREE calls. I looked back at my notes: First call: Demo with IT team Second call: Pricing with Finance Third call: Implementation with Ops Different stakeholders. Different questions. Different emails. Each with separate attachments and follow-ups. No wonder they were confused. The problem wasn't my product. It was how I shared information. I had created a mess of scattered content. A mentor noticed my frustration. "What if you gave every stakeholder access to EVERYTHING, organized by THEIR priorities?" So for my next deal, I tried something different: Created a single digital room for the entire account. Inside: - Section for each department's concerns - All previous call recordings, organized by topic - Every question answered, accessible to all stakeholders - Timeline showing who needs to do what, when The result? The CIO messaged me: "Just reviewed the security details the IT team discussed. This answers my questions. Moving to approval." He never even needed a call with me. Here's what changed: Old approach: Siloed conversations that force YOU to be the connector. New approach: Transparent space where stakeholders can self-serve information. When stakeholders get confused, deals die. When they can find answers on their own, deals accelerate. The average B2B purchase involves 6-10 decision makers. Are you expecting each one to piece together your value from fragmented emails? Or are you giving them ONE place to align? Stop being the bottleneck in your own deals. Start building bridges between stakeholders. Agree?

I tracked my time for a week. The results were gnarly. 7 hours: Creating custom slide decks 5 hours: Sending follow-up emails 8 hours: Making "just checking in" calls 4 hours: Searching for content to send prospects That's 24 hours. More than half my week spent NOT selling. A colleague asked how my pipeline was looking. "Stalled," I admitted. "What's your follow-up process?" he asked. I explained: - Create custom deck after each call - Send lengthy recap emails - Call to check if they received it - Repeat every few days He laughed: "You're working hard, not smart." He showed me his process: After each call, he spent 5 minutes creating a digital sales room. Inside: - AI-generated meeting recap - Only relevant resources (not everything) - Clear next steps with deadlines - Engagement tracking While I was crafting the perfect email... He could see exactly what his prospects were viewing. While I was "checking in" blindly... He was calling only when prospects showed buying signals. His results? → more meetings per week → faster deal cycles → Zero "content creation" time Traditional sales process: Spend 60% of your time creating content nobody reads. Modern sales process: Spend 95% of your time on activities that actually close deals. The scary part? Our prospects are just as overwhelmed as we are. They don't need more content. They need organization. They need clarity. They need someone to respect their time. Stop drowning your prospects in follow-ups. Start giving them a single source of truth. Agree?

The best deals I've ever closed? They weren't from first calls. They were from the 6th follow-up when everyone else had given up. Most salespeople abandon prospects after 2 attempts. Yet 80% of opportunities need at least 5 touches to convert. This isn't about being pushy. It's about being persistent with value. Your competitors are quitting too early. Their impatience becomes your opportunity. Master the follow-up, master your pipeline. Consistency beats talent. Systems beat motivation. Persistence beats luck. The difference between good and great? It's what happens after the call ends. Who's with me on this?

11 brutal truths about sales today your team needs to read: 1. Your prospects don't ghost you, they just can't build consensus 2. When a deal stalls, it's rarely about price - it's about confusion 3. 87% of buying decisions happen when you're not in the room 4. Follow-up emails with 5+ attachments instantly get archived 5. "Just checking in" calls damage relationships, not build them 6. Your champion wants to sell for you but doesn't have the tools 7. Digital sales rooms get 3x the engagement of traditional emails 8. The average deal now requires 11+ stakeholders to say "yes" 9. Your slide deck becomes useless the moment your call ends 10. Top sellers spend 70% less time creating content than average sellers 11. Every minute your prospect spends searching for information is a minute closer to "no decision" Times are changing. The old playbook is dead. A prospect told me yesterday: "I need to sell this internally but I don't know how." This is the REAL job of sales today. Not convincing prospects yourself. But empowering champions to convince others. Yet we keep sending them: PDF prison Attachment hell Generic decks Hidden pricing Then wonder why deals stall. Your prospects have ONE question: "How do I get everyone else to agree?" Answer that question. Win more deals. Agree?

I cancelled a demo with a prospect yesterday. Why? - They hadn't viewed any pre-sales materials - The buying team wasn't confirmed - Decision timeline wasn't established - Our qualification survey wasn't completed So why have the call? Why waste their time because I'm insecure about hitting my demo numbers? It's called qualification-first selling. HINT: the opposite of spray-and-pray demos. Here's how it works: You want to move the demo? All good. Need more stakeholders involved before we talk? All good. Want to research competitors first? All good. Concerned about implementation timeline? All good. Need to focus on other priorities this quarter? All good. In other words: You respect their buying process. Not your sales process. Then you create spaces where they can engage on their terms... Instead of yours. The results? Fewer demos. Higher close rates. Faster deal cycles. My calendar used to be packed with demos that went nowhere. Now I do half the demos. Close twice the deals. With zero "just checking in" calls. Modern buyers don't need salespeople to understand products. They need guides who respect how decisions actually get made. Agree?

I hired a sales coach last month. First session, he asked to observe my discovery call. I was confident: - I had my 27 discovery questions ready - My demo was perfectly polished - My objection-handling guide was open The call started well. But 10 minutes in, the coach passed me a note: "STOP TALKING." I was confused, but I paused. The prospect filled the silence: "Actually, what I'm really struggling with is getting various stakeholders aligned. We keep having the same conversations over and over." This wasn't on my script. After the call, the coach explained: "Your discovery process is all about YOU getting information. Not about helping THEM discover their own problems." This hit me hard. I had been: - Asking questions to fill MY knowledge gaps - Taking notes to build MY sales strategy - Following MY playbook regardless of their responses The next discovery call, I tried something different: Instead of firing questions, I created a collaborative digital space where the prospect could: - Map out their own buying committee - Prioritize their challenges visually - Document their questions in real-time - Outline what success would look like to each stakeholder The call took half the time. The prospect did most of the talking. And they left with clarity they didn't have before. They signed 3 weeks later. What changed? Old discovery: Interrogation disguised as conversation New discovery: Collaborative problem-solving Your prospects don't need your questions. They need clarity. And often, they'll sell themselves if you just create the right space. Agree?

"I'm sorry, but we've decided to go with a competitor." The words no sales rep wants to hear. I asked why. "Their solution seemed more transparent. We felt like we understood exactly what we were getting." This confused me. I had sent: - Our most detailed product sheets - Multiple case studies - Comprehensive pricing information What was I missing? Later that week, I watched the competitor's demo recording. I noticed something immediately: They didn't just talk about transparency. They demonstrated it. Their follow-up wasn't a flood of attachments. It was a single space where the prospect could: - See who viewed what information - Track exactly where they were in the buying process - Access only what was relevant to their specific challenges - Control how information was shared internally I realized my mistake: I was hiding behind documents. They were building an honest relationship. For my next opportunity: I created a digital room that showed the prospect EVERYTHING: → Who from my team had accessed their information → Which implementation resources they hadn't reviewed yet → Honest timeline expectations → Both the strengths AND limitations of our solution The prospect messaged me: "This is refreshing. For once I don't feel like I'm being 'sold to'." They signed within a coupla weeks. The truth: Modern buyers don't lack information. They lack trust. Old sales playbook: Send impressive materials that hide potential issues. New sales playbook: Create transparent spaces that address concerns head-on. Your prospects can sense when you're hiding something. Even if you're not. Stop treating sales like a magic trick. Start treating it like an open book. Agree?

"Just sent 9 'just checking in' emails and immediately regretted it..." *questions college degree* Your follow-up game is STUCK in no-man's land. Wrong message. Wrong timing. Wrong context. Wrong approach. Sales purgatory. *deletes sent folder in shame* Meanwhile I'm converting at EVERY stage of the funnel... Using my "Follow-Up GPS" system. That's it. No more generic check-ins. No more awkward silences. No more guessing what to say. Just 17 precision-targeted templates that know exactly where your prospect is and what they need to hear. My results this quarter: • 48% open rate on cold outreach • 54% demo-to-next-step conversion • 1.5x faster deal velocity • All from these surgical follow-ups Here's why most follow-ups fail: No VP responds to "just checking in" emails. No decision maker engages with copy-paste templates. No buyer advances when your follow-up doesn't match their journey. So I mapped the entire B2B buying journey... The "Follow-Up GPS" system: • Top-funnel templates that cut through inbox noise • Mid-funnel messages that eliminate objections before they happen • Bottom-funnel follow-ups that create urgency and drive decisions That's the entire system. Want all 17 of my battle-tested follow-up templates? Comment "GPS" and I'll send you: • The complete Follow-Up GPS system covering every sales scenario • Exact subject lines with 60%+ open rates • Perfect timing guidelines for each template • Real examples that moved stuck deals forward • How to customize them for your specific product/service Because let's be honest... You could keep blasting generic follow-ups that get ignored. Or you could deploy surgical messages that know exactly where your buyer is and what they need to move forward. Drop "GPS" below and I'll send you everything. MUCHAS GRACIAS, Tío Andy Drop "GPS" below and I'll send you everything.

"Just had another prospect no-show my discovery call..." *questions life choices* Your calendar is BLEEDING from phantom meetings. Ghost prospects. Last-minute cancellations. No-response rescheduling. Time-block graveyards. Discovery call limbo. *silently screams in calendar alerts* Meanwhile I'm hitting 91% show rates... Using my "Pre-Discovery Hype Doc." That's it. No desperate reminder emails. No begging for attendance. No "just checking we're still on" messages. Just ONE document that makes prospects excited to show up. My results last month: • 91% discovery call show rate • Zero last-minute cancellations • 3x engagement before first call • All from this simple one-pager Here's the uncomfortable truth: ••• No prospect prioritizes your call if they don't see immediate value. ••• No decision maker shows up when the agenda feels generic. ••• No buyer makes time when they're unsure what they'll get. So I crafted something muy bueno... The "Pre-Discovery Hype Doc" pre-discovery document: → Personalized industry insights they've never seen → 3 questions that expose blind spots they didn't know they had → Preview of value they'll receive in just the first 15 minutes That's the entire system. Want my "Pre-Discovery Hype Doc" template? Comment "SHOW-UP" and I'll send you: • The exact template that's delivering 91% show rates • The psychology that makes prospects prioritize your call • Perfect formatting that creates genuine curiosity • Real examples that tripled discovery attendance • How to customize it for any prospect in under 5 minutes Because let's be honest... You could keep watching half your discovery calls vanish into thin air. Or you could use a document that makes prospects count down the minutes until your call. Drop "SHOW-UP" below and watch your calendar transform from a ghost town to standing room only faster than front-row tickets to a sold-out Taylor Swift concert. MUCHAS GRACIAS, Andy Drop "SHOW-UP" below and watch your calendar transform from a ghost town to standing room only faster than front-row tickets to a sold-out Taylor Swift concert.

A prospect ghosted me last month. Demo went great. Pricing seemed fine. Technical review passed. Then... silence. I did what most reps do: Called. Emailed. LinkedIn messaged. Called again. Nothing. Two months later, I ran into their VP at a conference. "What happened to our deal?" I asked. His response shocked me: "Our team couldn't agree on implementation. Half thought it would take too long." I was like WTF... That objection never came up on our calls. I could have easily addressed it. The deal died silently. This is the reality of modern selling: For every objection you hear... There are 3 you never will. The real sales conversations happen when you're not in the room. I changed my approach with the next prospect: After our demo, I created a digital room with: - Implementation timeline showing exact steps - FAQ section addressing common concerns - Space for anonymous questions - Engagement tracking on every resource What I discovered was eye-opening: The CFO visited the pricing page 7 times. The IT team kept returning to security documentation. Three stakeholders I'd never spoken to viewed the implementation plan. One left a comment: "Will this integrate with our current workflow?" A objection I would have never heard otherwise. Traditional sales process: You present. They evaluate privately. You guess what's happening. Modern sales process: You present. They evaluate transparently. You see their concerns in real-time. The truth about "ghosted" deals: Your prospects aren't ignoring you. They're stuck in internal debates you can't see. Stop focusing solely on the conversations you're in. Start creating spaces for the conversations happening without you. The deals you save will be the ones you never knew were at risk. Agree?