Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

Get in front of deals slipping #sales #saas #discovery #techsales

3 Jul 2026 · 1 min

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In this short sales tip video, Brian LaManna shares a single, high‑impact question he borrowed from Nate Nasrallah that can help tech and SaaS sellers keep deals from slipping out of the quarter. He asks the champion, "If you had to say the top two things that would stop us from moving forward by [insert date], what comes to mind?" The purpose is to surface hidden blockers early, allowing the seller to partner with the champion to mitigate those risks. Brian emphasizes that you cannot address obstacles you don’t see, credits Nate for the question, notes that he’s used it successfully in recent deals, and encourages viewers to try it themselves.

Chapters

I'm going to share one question that can save your deal from slipping out of quarter. And it's as much for your champion as it is for you. I stole this from Nate Nasrallah. Here's the question. If you had to say the top 2 things that would stop us from moving forward by insert date, what comes to mind? Uncover what might stop their team from moving forward, and then you can partner with them in getting in front of that risk. See, you can't navigate blockers that you can't see in the first place. Appreciate the A+ question, Nate. I've used it in a lot of my most recent deals, and I highly recommend you try it yourself as well.