Interested Is Not Qualified. Protect Your Closers’ Calendar.
By Maikel, Co-founder of Prospectify A full calendar feels like success. Your closers have back-to-back meetings, the pipeline looks busy, everyone seems productive. Then you look at the conversion from meeting to deal and it is dismal. The calendar was full of the wrong meetings. This is one of the most expensive mistakes in B2B […]
“We Already Have Someone.” And Other Doors That Are Not Actually Closed.
By Maikel, Co-founder of Prospectify Early in my sales career, an objection felt like a door slamming. “We already have someone.” “Not the right time.” “Just send me something.” Each one landed like rejection, and I treated it like the end of the conversation. It took me a few years and a lot of lost […]
The Deal Did Not Die in the Meeting. It Died in the Follow-Up.
By Maikel, Co-founder of Prospectify If you want to know where most B2B deals actually go to die, it is not in the demo and it is not in the negotiation. It is in the silence afterwards. The meeting goes well, everyone is positive, you say you will follow up, and then the deal quietly […]