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Sales Process
February 13, 2026·Last updated February 13, 20261 min read
Closers Are Not VSLs
Intel Brief
If a prospect hops on a call and doesn't know what you do, that's not a closing problem. That's a marketing problem.
ZB
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
The amount of sales training out there teaching reps how to handle "so what do you offer?" on a sales call is insane.
If a prospect hops on a call and doesn't know what you do...
That's not a closing problem.
That's a marketing problem.
Get OFF the phone and go tell marketing to get it together.
Selling the prospect ON a call is NOT the same thing as selling a prospect WHY the call.
Educate people properly before the hand off.
Closers are not VSLs.
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
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