--- title: Looking Back/Looking Forward - The Secret to Closing More Deals description: Uncover strategies for closing more deals with the science-based alignment of sales and marketing efforts. image: https://blog.fitzmartin.com/hubfs/podcast_seandoyle_featured.jpg --- [![FitzMartin](https://blog.fitzmartin.com/hubfs/Fitz-Logo-horiz-new-2.svg "FitzMartin")](https://www.fitzmartin.com/blog) [ Get In Touch ](https://www.fitzmartin.com/contact) [Podcast ](https://blog.fitzmartin.com/podcast) | Episode 27 # Looking Back/Looking Forward - The Secret To Closing More Deals [Listen to episode](https://blog.fitzmartin.com/podcast/looking-back-looking-forward-the-secret-to-closing-more-deals#ListenToEpisode) ![podcast_seandoyle_hero](https://blog.fitzmartin.com/hubfs/podcast_seandoyle_hero.jpg) The ultimate goal for salespeople is pretty simple - to close more deals. But how do we make that happen? Today’s episode of Aligned is a rerun of Sean’s guest appearance on [The Sales Evangelist Podcast](https://thesalesevangelist.com/tse-podcast-sales-evangelist/) hosted by Donald Kelly. The pair discusses the science-based approach to sales and marketing (and the alignment between the two) that [Fitzmartin](https://www.fitzmartin.com/) specializes in to **drive revenue for clients.**  **The idea of a science-based framework:** - Most of us love superheroes (who today isn’t a devout Marvel fan?) As the last touch, salespeople are considered the hero for most clients in the business world.  - While a sales team might complain about bad leads, science has a different view. 80% of leads are in some degree of consideration. - Behavioral science is the transtheoretical theorem of behavioral change, according to Prochaska & DiClemente: there’s more to human behavior than awareness.  - Sean’s pro tip: When interviewing an ad agency, ask them what the most effective marketing approach is just before closing a deal. - A good marketer knows how to impact a deal throughout the sales process. **Looking back/looking forward:** - From a marketing and sales perspective, there are specific ways to help when customers want to move forward.  - Scientific research has determined nine processes across all forms of behavioral science that allow people to move forward, but only at specific places. - When people are contemplating a purchase, they go to your website. However, just because the prospects haven’t bought doesn’t mean they forget your company and their needs. - Awareness isn’t everything; consumers need a later stage process to finalize their decision.  - Marketers need to help people move from contemplation to preparation and eventually to action.  **Episode resources:** - Follow Sean M. Doyle on [LinkedIn](https://www.linkedin.com/in/sean-m-doyle/) and visit his [website.](http://seanmdoyle.com/)  You can also get his book, Shift, for free by clicking this [link.  ](https://info.fitzmartin.com/free-help) - Speak with Donald directly on [LinkedIn](https://www.linkedin.com/in/donald-c-kelly-44a85616/), [Instagram](https://www.instagram.com/donaldckelly/), [Twitter](https://twitter.com/DonaldCKelly), and [Facebook](https://www.facebook.com/groups/448729615281826/) about any sales concerns.  - The book [Changing for Good: A Revolutionary Six-Stage Program for Overcoming Bad Habits and Moving Your Life Positively Forward ](https://www.amazon.com/Changing-Good-Revolutionary-Overcoming-Positively-ebook/dp/B003GYEH2Y)by James O. Prochaska talks about the change of behavior applicable to everyone who seeks to change.  Audio provided by[ Free SFX](http://freesfx.co.uk/) and[ Bensound](http://www.bensound.com/). Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill. Listen here or on [iTunes](https://podcasts.apple.com/us/podcast/aligned-podcast/id1472052181?i=1000544199908) • [Spotify](https://open.spotify.com/episode/0chRo4kZFgWW1mAmU14dYP?si=567d6ca7b1424faa) [Download](https://blog.fitzmartin.com/hubfs/FitzMartin_May2021/Audio/ALI_027.mp3) ##### Share #### Other Posts ## Discover More Insights, Thoughts, and Ideas ![](https://blog.fitzmartin.com/hubfs/podcast_lorisullivan_featured.jpg) [Marketing Technology: Making Sense of the Madness](https://blog.fitzmartin.com/podcast/marketing-technology/) ![](https://blog.fitzmartin.com/hubfs/podcast_seandoyle_featured.jpg) [Sales Enablement](https://blog.fitzmartin.com/podcast/sales-enablement-episode-4/) ![](https://blog.fitzmartin.com/hubfs/podcast_donaldkelly_featured.jpg) [Environment Management: Gifts and Late-Stage Sales](https://blog.fitzmartin.com/podcast/environment-management-using-gift-giving-to-build-relationships) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [The Role of Marketing in Late-Stage Sales, Part 1](https://blog.fitzmartin.com/podcast/the-role-of-marketing-in-late-stage-sales-episode-2/) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [The Role of Marketing in Late-Stage Sales, Part 2](https://blog.fitzmartin.com/podcast/the-role-of-marketing-in-late-stage-sales-episode-3/) ![](https://blog.fitzmartin.com/hubfs/podcast_donaldkelly_featured.jpg) [Commitment: Don't Lose Deals to Indecision](https://blog.fitzmartin.com/podcast/centricity-private-public-commitment-part-one) ![](https://blog.fitzmartin.com/hubfs/podcast_ianaltman_featured.jpg) [The Three Most Damaging Sales Tactics](https://blog.fitzmartin.com/podcast/the-three-most-damaging-sales-tactics) ![](https://blog.fitzmartin.com/hubfs/podcast_leemcknight_featured.jpg) [Terrible Sales Emails](https://blog.fitzmartin.com/podcast/terrible-sales-emails-episode-5/) ![](https://blog.fitzmartin.com/hubfs/podcast_seandoyle_featured.jpg) [The Value Triad](https://blog.fitzmartin.com/podcast/the-value-triad-episode-6/) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [Good Company Culture Will Improve Your Sales Force](https://blog.fitzmartin.com/podcast/good-company-culture-will-improve-your-sales-force/) View More Articles Are you ready to build something together? [ Get In Touch ](https://www.fitzmartin.com/contact) In case you missed it. 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