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The Hidden Cost of False Velocity with Randy Riemersma

The Hidden Cost of False Velocity with Randy Riemersma

Revenue Builders vor 3 Monaten

Randy Riemersma joins John McMahon and John Kaplan to unpack how false velocity, shallow discovery, and weak executive alignment create fragile opportunities that collapse late.

0:00

1:01:20

Many stalled deals do not fail because the solution is weak. They
fail because the team moved too fast before the buyer had a
reason to care, a sponsor willing to mobilize, and enough
confidence to take the risk. Randy Riemersma joins John McMahon
and John Kaplan to unpack how false velocity, shallow discovery,
and weak executive alignment create fragile opportunities that
collapse late. He explains why elite sellers slow down early,
uncover real business pain, connect operational problems to
strategic outcomes, and manage the emotional side of buying when
the decision starts to feel personal.

Randy Riemersma is the founder of Sell with Precision, where he
helps sales leaders strengthen go-to-market execution, leadership
effectiveness, and sales operating discipline. He has spent
decades in B2B sales, leadership, consulting, and executive
coaching, with a focus on helping teams sell with greater
clarity, precision, and business relevance.

Connect with Randy:

LinkedIn

Website

Resources mentioned:

The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs
That Shape Your Happiness with Shawn Achor

Key takeaways from this episode:

00:00 - Why many late-stage deals are lost long after the
buyer has agreed with the business case.

02:37 - What leaders often overlook when early deal momentum
feels too good to be true.

03:51 - A look inside the moment elite sellers create the
urgency that average reps never uncover.

12:53 - Why many CROs see strong operational engagement fail
to translate into executive sponsorship.

16:41 - The six emotions that drive buyer decisions and how
to leverage them across deal stages.

28:24 - What it really takes to build buyer belief when the
risk of saying yes starts to feel personal.

40:28 - Why the best discovery conversations feel less like
qualification and more like understanding.

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

LinkedIn

YouTube

Force Management