Brilliant reframing of early-stage sales as a learning problem rather than a closing problem. The "what's changed" question is genius bc it forces prospects to articulate urgency instead of just curiosity, which most sales advice totally misses. I ran into this exact issue at a fintech startup where we kept gettingmeetings but nothing moved forward until we started tracking the momentum metric (time between calls). That insight about practicing on warm leads while still learning the fundamentalsreally explains why so many founders struggle early on.
Good to hear "what's changed resonated?" Founders know the problem they solve but often don't know deeper. That's the difference between finding curiosity vs purchase intent.
Brilliant reframing of early-stage sales as a learning problem rather than a closing problem. The "what's changed" question is genius bc it forces prospects to articulate urgency instead of just curiosity, which most sales advice totally misses. I ran into this exact issue at a fintech startup where we kept gettingmeetings but nothing moved forward until we started tracking the momentum metric (time between calls). That insight about practicing on warm leads while still learning the fundamentalsreally explains why so many founders struggle early on.
Good to hear "what's changed resonated?" Founders know the problem they solve but often don't know deeper. That's the difference between finding curiosity vs purchase intent.