Stuck!
May 01, 2026
You know the deal that looks like its going somewhere…
- Good conversations
- Decent solution
- Positive signals
Feels like it should move
And then… it doesn’t.
No one says no... but nothing really happens either.
It just sort of sits there
Stuck
That’s usually a sign something hasn’t quite lined up with how the customer is thinking
From our side, we’re trying to move things forward
But from their side, they’re still working out:
What’s the real problem?
What does a good solution actually look like?
And more often now, they’re doing that thinking internally
Without us
So what looks like a strong opportunity is often an incomplete one
Until we align with that thinking progress will feel slower than it should.
Because movement doesn’t come from activity. It comes from clarity.
And clarity needs to be built.
This is where structure helps. Something the VALUE Framework gives
🔸 Validate = right opportunities
Check whether their thinking has moved far enough to justify progress
🔸 Align = right research
Understand how they’re framing the problem, not just what they’ve asked for
🔸 Leverage = right conversations
Help them work through uncertainty, not push them past it
🔸 Underpin = right solutions
Introduce solutions once the problem is properly shaped
🔸 Evolve = right outcomes
Stay involved as their thinking develops, not just as your pipeline advances.
When you align with how the customer is thinking those 'stuck' deals tend to move
(Training I offer is built around the VALUE Framework... with guaranteed results... ask me about it)
Are you ready to increase your sales?
The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve
It’s free and only takes 5 minutes
