Jen Abel: prediction

Transcript context

…That's right. That's right. And so it feels like a lot of this process is to pull out, "Okay, here's the concern. Here's the problem." Are there any other signs of, okay, they're actually not interested and like, "This is not going well and I need to really ..."? This is why your internal champion is so important. When they go quiet on you, that's when you know. That's why this individual ... And listen, this individual is going to do you ... If they've spent enough time with you, they will call you and be like, "Listen, if I'm reading the tea leaves, we should sit on this for a minute. Let's repick this back up." That's why having someone on the inside is so, so, so critical. And yeah, the easier approach is just to stop responding and just hope that the salesperson understands very little, "Not excited." Oh, man. Okay. What are the benchmarks for how often do you get through each of these stages? You mentioned a few, just from demo to the stage.…

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