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💡 THE TIP
Never let a prospect end a call with “I’ll get back to you.”
Instead: “Totally fair. Do you want to A) put 15 minutes on the calendar to talk it through, or B) call this a no for now?”
Not booking the follow-up during the call is one of the fastest ways to lose a deal, because you lose your prospect’s attention.
Many founders are afraid to hear “this is a no for now” - but it’s actually much better to disqualify quickly and move on from a deal that is not a good fit.
Special shoutout to Chris Pisarski from Crustdata for this tip! Check out his tweet on it here.
✅ THE TO-DO
Listen to your last 5 sales calls. Count how many ended with “I’ll get back to you” without a next meeting booked. That number is your leak rate. If it’s more than 1 out of 5, make the binary close mandatory in your call framework.
If you found this tip helpful, please share with a fellow b2b founder 😎
🤖 THE CLAUDE SKILL
Paste a call transcript or your notes and let Claude find the leaks.
Here's a transcript (or notes) from a recent sales call:
[PASTE TRANSCRIPT OR NOTES]
Find every "open loop" — moments where the prospect deferred a decision without
committing to a next step. For each one:
1. Quote or paraphrase the moment
2. What the prospect was really saying (stalling, needs buy-in, genuinely unsure,
polite no)
3. The exact words I could have used to convert it into a binary close — natural
sounding, not scripted
4. If they raised an objection, how to address it AND land on a binary close in
the same breath
Also flag any buying signals I missed — something they said that showed interest
but I didn't capitalize on.Do you have a GTM protip? Send our way here to feature in an future issue! If you try any of these tips and found them helpful, let us know - we’d love to hear from you.