The Qualifying Call
What gets waved through that should not have been.
Most teams can tell you which deals they lost. Far fewer can tell you where. We read the losses, sit in on the live calls, and change the two or three things that move the number.
Almost none of it is a skill problem. It is the same few moments, handled the same way, deal after deal.
What gets waved through that should not have been.
One contact is not a relationship with a company.
Weeks where nothing happens and nobody notices.
The conversation was good. The document was not.
Discounting as a reflex rather than a decision.
Asking, and what happens when nobody does.
We are not in front of the room for this one. Most of the value comes from seeing the work as it actually happens.
Twenty to thirty closed-lost deals, with the notes and the email thread.
Real calls, as an observer. No role play and no audience.
Not fifteen. The two that move the number, written down so the team can run them.
Four to six weeks reading lost deals, watching live calls and fixing the two or three places where the pipeline breaks.
For teams that open well and finish badly. A short engagement on the end of the cycle rather than the start.
Fix what happens between the conversation and the document, where good meetings quietly turn into nothing.
Headcount, rough deal size and how long a cycle runs. Fixed quote the same day.
Tell us what is happening. We’ll tell you whether we can help, and say so plainly if we cannot.
Most of what we do starts with one sentence about something that is not working. You do not need a brief.
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