one of the best enterprise sales lessons we learned after YC was working the room between meetings early on I’d run a discovery call, bring a bigger group to the demo, then ask about next steps and hear something like “we’ll discuss internally” that’s one of the worst answers you can get because there’s nothing to do but wait the thing we eventually learned was that deals don’t close on the group call, they close between them once we started building separate relationships with each stakeholder in the deal (not just the champion) a lot of the guesswork disappeared between meetings I’d reach out individually and ask something like “how’s the team feeling about everything?” I had no idea this would work. people started telling me all the objections in the deal, who was raising them, and what we’d need to do to move the deal forward then we’d walk into the next call and spend time recapping everything we’d already addressed in our 1:1s once we began doing this, we started hearing a lot less "we'll get back to you" and a lot more "let's loop in legal to start contract review" it sounds super obvious, but you can eliminate uncertainty in any deal by just asking the other person on the other side of the table what they need you to do, and then doing it