At the end of your B2B Discovery Calls - end them with these 2 questions below and you'll 10x your chances of closing. 1. 10x more engagement via email (which closes deals) 2. The decision making maps no one else asks for 3. Increase your chances of closing the deal 4. A prospect who knows what to do next 5. A prospect who isn't confused on whats next 6. A prospect who gives you internal readings 7. More time to research accounts that are engaged 8. 100s of other peripheral benefits 1. “before I let you go, we always like to make sure the scope we put together aligns with what actually matters most to you - what do you think typically pushes something like this across the line internally?” 2. “before our next review call, I’ll need your first wave of feedback on the scope - even if you just glance at it, it's going to give my team that first layer of revisions started to keep the momentum up” you do this, and you’ll 10x your engagement via email - which is where deals actually close - you gotta get them dancing with you in the emails, create a culture and environment between you and them that is easy to engage with and the best way to do that is clarity + micro step prescriptions whether you’re selling a retainer or charging 50k like we do, that’s not a crazy amount but it’s not tiny either - so you’re usually in a 2 - 6 week sales cycle not a lot of time - your only job in that window is to keep them dancing with you that means getting responses, prescribing clear singular micro-steps, removing confusion, and baking in a culture of communication between you and the prospect we leave the call with our finger on the pulse of how their org approves scopes, who else glances at them, what matters internally - and then we add a slice to our scope for what the COO or CBO approved in the past my favorite deals are companies in growth mode doing 5M-50M/year with management led sales - so the CEO is hands on with the sales process and on the diligence call with me - you'd be surprised how many times the CEO will be our champion within that revenue band because he has other eyes who Influence the approval and so we can turn the CEO into our champ companies at 100M/year+ are clueless, VPs mandated for growth and the CTO is handing out licenses to a $3K/year per 3 seats x10 accounts enterprise tool that allows his salesforce of 30 people to send out 100 manual messages per day with blocky templates. that's why fractional SDR's and BDR's are growing with contract stacking, these guys go in and use their own tools and dominate their entire sales force because they're not bound to sending out 50 emails with a bloated CRM Now once you get them dancing and engaging via email, since we charge ~50K we want to invest 80% of our time into 20% of the accounts that are hot. (Pareto Principle) we can't put a prospect through a 3K/mo retainer sales process and expect to come out the other side with a 50K engagement you have to invest into that account when they'r engaging, hours in deep research better understanding their industry vertical, transcripts you have with them, decks they've sent, growth targets and stakeholders - everything and anything so you can walk them down the path and create a culture of investing time into each other until the finish line is crossed if I see even one reply from a decision-maker, I’ll sit in GPT or deep research for 2–3 hours I’ll get to know their market, customers, bottlenecks, competitors - all of it I’ll earn the deal and I only need to keep them engaged for 3 - 6 weeks, not 3 - 6 months like some long enterprise cycles which we've gone through and have closed in 6 - 10 weeks, this is how we create momentum if you apply this to your 5 digit retainer model, you're 10x'ing your chances 100%