Sales is one of those fields that never really stands still. Buyer behaviours shift, technology evolves, and industries are constantly disrupted. Yet, many businesses keep using the same old sales strategies they relied on years ago—hoping they’ll still deliver results. The problem? What worked five years ago might be costing you sales today.
At KONA Training, we often meet business leaders who say, “Our team is doing everything right, but sales aren’t growing.” Nine times out of ten, the issue isn’t their product or their people—it’s their outdated sales strategy.
So, how do you know if your sales approach belongs in the past? Let’s outline the warning signs.
1. You’re Still Leading with Product Features
If your pitch starts with “Here’s what our product does,” you may already be losing prospects. Buyers today are bombarded with options and have access to more information than ever before. They don’t want to hear a laundry list of features—they want to understand outcomes.
A modern sales strategy focuses on solving problems, not pushing features. At KONA Training, we teach sales teams how to shift their conversations to value and results, which is what truly resonates with today’s buyers.
2. Your Strategy Relies Too Heavily on Cold Calling
Cold calling isn’t dead—but treating it as your primary strategy is a red flag. Buyers now prefer to research online, read reviews, and ask their networks before ever talking to a salesperson. If your sales team is still making endless cold calls without a digital strategy in place, you’re falling behind.
The smarter approach is blending outreach with inbound techniques like content, social selling, and consultative conversations. That’s where sales strategy needs a refresh.
3. You Compete Mostly on Price
If discounting is your go-to move to win deals, your strategy is outdated. Competing on price used to work in a less crowded market, but now it’s a race to the bottom. Today’s buyers look for partners who understand their challenges and offer measurable value.
A strong sales strategy positions you as the expert who can deliver ROI, not the cheapest option. At KONA Training, we help salespeople build confidence in holding the line on price by focusing on value-driven conversations.
4. Your Sales Cycle Is Dragging On
Are deals taking longer and longer to close? That’s often a symptom of outdated methods. Long, drawn-out pitches and multiple back-and-forths no longer match the pace of modern business.
Today’s buyers expect quick insights, clarity, and flexibility. If your sales cycle is lagging, it may be time to simplify your strategy to match customer expectations.
5. You’re Not Using Data Effectively
In the past, sales was mostly gut instinct and experience. While intuition still has value, modern sales leaders rely on data to drive decisions. If you’re not tracking metrics like conversion rates, pipeline velocity, and customer acquisition cost, you’re flying blind.
An updated sales strategy uses data to spot bottlenecks, refine messaging, and forecast with accuracy.
6. Training Isn’t Part of the Plan
Another big indicator of an outdated sales strategy? Treating training as a “one-off event.” Too many companies send their team to a single workshop and assume the job is done.
But markets evolve. Customer expectations evolve. Competitors evolve. If your sales team isn’t continually learning, your strategy will inevitably stagnate. Ongoing training and coaching are critical to keeping your sales approach fresh, relevant, and effective.
An outdated sales strategy is like running a race in worn-out shoes—you might finish, but you won’t perform at your best. If you see any of these signs—focusing too much on features, competing on price, dragging out the sales cycle, or ignoring data—it’s time to rethink how your team approach selling.
At KONA Training, we help businesses modernise their sales strategies so their teams can adapt, stay relevant, and close more deals with confidence. A refreshed strategy isn’t about keeping up—it’s about staying ahead.
To learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here. Or, to read more about the importance of updating your sales strategy, click here.
Contact KONA Training today for tailored Sales Strategy Training that will help your business thrive.
Call 1300 611 288 or Email info@kona.com.au
Author – Garret Norris – https://www.linkedin.com/in/garretnorris/
