---
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.
---

[Podcast ](https://blog.fitzmartin.com/podcast)

# [Looking Back/Looking Forward - The Secret to Closing More Deals](https://blog.fitzmartin.com/podcast/looking-back-looking-forward-the-secret-to-closing-more-deals)

 Written by [Admin](https://blog.fitzmartin.com/podcast/author/admin) | Nov 27, 2024 5:41:02 PM

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.

[View full post](https://blog.fitzmartin.com/podcast/looking-back-looking-forward-the-secret-to-closing-more-deals)

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