The Missing Sales Metric Everyone Overlooks | Fix Your Broken Sales Calls Ch. 2

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Chapter 2 introduces the BridgeScore™—the missing metric that transforms how you measure and improve sales conversations. Jonny Holsten explains why most companies rely on "lag measures" like close rates instead of scoring what actually happens during the call itself.

What You'll Learn:

✅ Why having a game plan isn't enough—you need an objective scoring system
✅ The 6 steps of the BridgeScore™ framework and how to score each one
✅ The two steps reps most often skip
✅ Why "info dumping" happens when reps don't truly understand buyer pain
✅ How BridgeScore™ differs from sentiment analysis and talk-time ratios
✅ The eye-opening trends you'll see once you start tracking scores

The Power of BridgeScore™:
Directly correlates with rep performance—best reps have the highest scores
Identifies high-volume, low-quality performers hiding in your pipeline
Shows exactly where deals stall (buyer confusion vs. rep execution)
Provides a clear roadmap for improvement, not just vague feedback
Turns low scores into motivation with actionable next steps

Most sales leaders can't answer "How do you know that conversation was effective right after it ended?" The BridgeScore™ gives you that answer—objectively, immediately, and tied to outcomes.

About the Book: "Fix Your Broken Sales Calls" introduces the BridgeSelling™ Framework and BridgeScore™—a simple, powerful system to optimize your sales calls, shorten sales cycles, and dramatically increase close rates. Whether you're a sales leader, business owner, or sales rep, this framework gives you the structure and scoring method to replicate your best calls every time.

About the Series: This video series expands on each chapter with FAQs, implementation tips, and best practices to help you successfully roll out the BridgeSelling™ Framework in your organization.