😱 Is Your CRM Not Working? How to Set Up Sales Processes in 2026 | Sales Mates Podcast #95

💸 Friends, hello!

In episode 95 of the Sales Mates Podcast, we break down why 63% of companies lose deals for no real reason and why the problem is not lead generation. Why has your CRM turned into a “contact graveyard,” and how do you stop confusing your internal processes (Sales Pipeline) with the real customer journey (Sales Funnel)?

We unpack why sales reps still send template follow-ups that only annoy people and why in 2026, the winners will be those who know how to work with Data Management, not just increase the number of calls. We talk about how to pull revenue from a database you thought was “dead,” and how to turn your CRM into the company’s #1 business asset – using quality research instead of blind spam.

📌 In this episode:

00:00:00 – Intro

00:01:18 – Why 63% of companies lose deals

00:02:45 – Why working with your existing base matters more than new leads

00:05:10 – The problem of “stale” leads and how to work with them

00:06:35 – Sales Pipeline vs Sales Funnel: the key difference

00:09:20 – Customer Focus, Brand Focus, and Sales Focus inside the funnel

00:11:40 – Data Management 2026: how SDRs should filter the database

00:13:50 – Follow-up quality: why “How are you?” no longer works

00:16:30 – The “Show me you know me” principle in messaging

00:18:50 – Why AI won’t replace high-quality customer research

Summary

In this episode of the Sales Mates Podcast, the hosts discuss the importance of CRM systems and how they impact sales processes. They explore common challenges companies in Ukraine face, along with methodologies that can improve sales effectiveness. Key topics include understanding the difference between a Sales Pipeline and a Sales Funnel, and why high-quality follow-ups are essential for successfully closing deals.

Takeaways

• 63% of companies lose deals due to insufficient CRM functionality.

• Many business owners rely on outdated methods instead of using a CRM properly.

• 90% of startups fail because they lack a clear sales framework.

• You should work with the leads that already exist in your CRM.

• The quality of follow-ups matters more than the quantity.

• A sales pipeline is the company’s internal process.

• A sales funnel is the customer’s journey.

• Sales methodologies must be clear and easy to understand.

• CRM data must stay up to date to drive successful sales.

• True sales professionalism comes from self-analysis and deep customer understanding.

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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