70% of salespeople work for nothing 😱 How to stop losing deals and break into the top 30% | Sales Mates Podcast #94

💸 Friends, hello!

In episode #94 of the Sales Mates Podcast, we bust the biggest myths about sales. Is a client really not replying because they “don’t have time,” or are you simply not interesting to them? We break down why 70% of salespeople work for nothing – and how mindset holds Ukrainian teams back from entering the “big-league” of larger deal sizes. Can an ideal website actually save a business, and are cold calls really dead? In this episode, we share the secrets of effective follow-ups and process setup that truly delivers results.

📌 In this episode:

00:00:00 – Intro

00:01:19 – If a client doesn’t reply, are you simply not interesting to them?

00:05:29 – Why emails end up boring and self-centered

00:08:36 – Why 70% of salespeople are ineffective

00:11:10 – Why there are few “star” salespeople in Ukraine: mindset and fear of big checks

00:14:33 – Cultural differences: attitude toward results in the U.S. vs Ukraine

00:17:38 – A great website doesn’t guarantee great sales

00:19:45 – Your website and a business’s first impression

00:21:22 – Strong marketing vs weak sales communication on a call

00:23:39 – Cold calls are a myth and they don’t work?

00:25:41 – Sprinters vs marathoners: who cold calling is really for

00:33:19 – The more leads, the better for business?

00:35:33 – Why scaling leads without solid processes kills sales

00:40:06 – The salesperson’s trap: chasing new leads instead of closing “hot” deals

Summary

In this podcast, the hosts discuss common sales myths – including why clients don’t respond, what drives effective sales performance, and the real role of a company’s website. They explain that many salespeople work inefficiently and that a great website alone won’t deliver results without solid processes and strong communication.

The episode also challenges myths about cold calling, highlights the importance of a personalized approach, and explores how sales channels are evolving. Finally, they emphasize lead quality over lead volume, sharing practical experience on how to work leads properly and why more leads isn’t always a true measure of success.

Takeaways

• Clients don’t ignore you because they’re “too busy” – they ignore you because they’re not interested.

• 70% of salespeople work inefficiently, and that requires attention.

• A great website is not a guarantee of sales success.

• Sales effectiveness depends heavily on how well reps communicate with clients.

• The company website is important – but it’s not the only factor.

• Clients judge your expertise through your communication, not your claims.

• Salespeople need continuous skill development.

• Sales myths can block growth and performance.

• Clients expect solutions to their problems, not generic pitches.

• A website is a business card – it must create a strong first impression.

• Cold calling doesn’t always work; it’s an individual, context-dependent process.

• Cold-calling effectiveness depends on the salesperson’s personality and fit.

• Lead quality matters more than lead quantity.

• You need a solid process to handle and work leads properly.

• The evolution of sales channels impacts business strategy.

• Not everyone can succeed in cold calling.

• Not all leads are equal – segmentation and prioritization matter.

• Poor lead handling can cause missed opportunities.

• You must build a team that is capable of cold calling (if it’s part of your strategy).

• Sales success depends on having the right approach for every lead.

Hosts: Anton Fedulov and Oleksii Sinichenko.

Practical advice from two successful sales leaders who share the secrets behind their results, personal experience, and strategies – plus interesting guests and funny everyday sales stories.

Watch and listen online on our Sales Mates Podcast YouTube channel.

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