What's one buyer behavior you've consistently found to be the strongest indicator that a deal is actually moving toward a close? Is it multiple stakeholders getting involved, a champion asking more detailed questions, procurement or legal stepping in, or something else entirely? I'm curious to hear what signals you've found to be the most reliable in real sales cycles.
there's a steady progressive sequence that goes something like this:
intro call w/ champion
follow up call w/ champion + executive buyer to scope opportunity
proposal review / acceptance call with champion & executive buyer, where kickoff call is scheduled.
Blair Enns calls this the 4 Conversations, and its held true for me.
for us the strongest signal was always when the buyer started doing internal work unprompted — sharing our materials with their team, setting up meetings we didn't ask for, or asking about implementation timelines. basically any sign they're selling it internally without being asked to. procurement stepping in is usually good but it's late-stage. the earlier signal is when the champion starts using your language in their own communications.
