🔥 Hot Take: Momentum Doesn’t Happen—It’s Made.
In B2B sales, deals don’t move themselves. Momentum is a strategic advantage, and the best sellers know how to create it, sustain it, and use it to win.
🎯 No momentum = no decision.
The Priority Sale methodology teaches us that the real enemy in most deals isn’t competition. It’s inertia. Without clear movement, the Primitive Brain senses no urgency, and the deal quietly stalls. Momentum signals safety. Movement. Progress. And buyers follow that energy.
🛡️ The Primitive Brain craves direction.
When things feel unclear or stagnant, the brain defaults to “wait.” That’s why long pauses, vague next steps, and weak follow-ups kill deals. Your job is to keep the buyer leaning forward, one step at a time, with confidence.
📢 Momentum makers look like this:
· A calendar hold within 24 hours of a meeting
· A new stakeholder looped in
· A crisp recap with clear next steps
· A reframed problem that raises urgency
· A resource or insight that deepens their thinking
These aren’t just activities. They’re signals that the deal is alive and moving.
🔄 Create momentum with clarity.
Buyers don’t move when they’re confused. They move when they know what happens next. Use language like:
· “Here’s the next step I recommend to keep this moving.”
· “Let’s lock in time now so we don’t lose momentum.”
· “I’ll bring a short agenda so we stay focused and make a call.”
Less ambiguity = more action.
💬 Momentum creates confidence.
When buyers feel progress, they feel certainty. And certainty moves deals. Even a small step forward, when intentional, builds the energy that carries the deal across the finish line.
💡 Takeaway
Momentum isn’t luck. It’s built through clarity, action, and rhythm. Make it, protect it, and lead with it, because the deal that moves is the deal that closes.