• Prepare & recap:
  • Block 10 minutes before demos to get ready.
  • Block 15 minutes after to send a recap email.
• Always set the next step live: Schedule the next meeting while you’re still on the current one.
• Decision discipline:
  • “Decision call” = if they say no, they say it directly to you.
  • Answer tough questions on a call, not just via email.
• Record & review: Use call recordings to spot what works and what loses momentum.
• Aggressive clarity: Ask direct questions and follow up promptly until a decision is made.