"We'll sync up internally and get back to you"

If you're in tech sales, you've unfortunately heard this one before. Today was great, but let's hold off on next steps. Brian, we'll sync up as a group and get back to you. Hi, I'm Brian Lamont. I'm a six times President's Club winner and a current enterprise AE over at gong. I'm going to share a tactic I've used to maintain a win rate over 25% plus. So two days later you might follow up and hear nothing. Then five days later they'll share. Hey, we still haven't had a chance to debrief. The deal will stall. All momentum is gone. Use my bookend technique to always prevent this. So before any group demo, ask your champion one on one for 10 to 15 minutes to review your actual game plan for the call. They'll want to ensure it goes well and more importantly, make them look good during it. So during that 10 to 15 minute call, run some discovery, run them past things like your game plan. Ask who will be most supportive of this in the room. Ask if anyone will be a blocker or against the idea of us. And then at the very end of that short call, book a second meeting and ask for 15 minutes the following day. Post demo. Now, during that group call, you don't have to worry about locking down next steps in a group, which can sometimes be a little bit awkward or running short on time. And during the group demo, you can call it out at the end and say something like, hey, I'm sure the team will want to sync up internally. I actually already have time with Karen tomorrow at Blank to debrief and share a few ideas for next steps. Does anyone else want to be included as well? This will shorten your sales cycle and keep the momentum through the process. Always bookend calls on each side of the big demo to keep the deal moving forward.