The Long Game: Closing Deals That Don’t Want to Be Closed

What do you do when a prospect says "no" for four straight years? In this second installment of our masterclass with Steven Morris and Jason Isidore, we’re moving past the pitch and into the grueling reality of the sales cycle. Steven and Jason reveal the specific rituals—from pre-game visualization techniques learned on the baseball diamond to the "Christmas card strategy"—that keep them top-of-mind with high-value merchants. This episode isn't about quick wins; it's a deep dive into the patience, persistence, and problem-solving required to turn a hard refusal into a career-defining contract. Whether you're struggling with a stubborn lead or looking to build a multi-year pipeline, learn why the most lucrative deals are often found on the other side of a hundred "not yet" responses.