Don't End Sales Calls Like This

22 Jul 2026 · 1 min

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In this brief segment, the presenter highlights a common, ineffective pattern in consultant and B2B sales calls where the conversation ends with a vague promise to send a proposal and both parties assume progress. He cites a stark statistic that B2B deals typically require up to 12 follow‑up touches to close, yet roughly half of sellers abandon the process after just one follow‑up, dramatically reducing their close rates.

Chapters

Watch the last few minutes of most consultant sales calls and you'll see the same forgettable pattern with one person saying, I'll send a proposal over next week. And then the buyer saying, that sounds great. And then both sides hanging up, assuming the deal is somehow moving forward. Here's the brutal number killing your close rate. B2B deals need up to 12 follow-up touches before they actually close, and yet about half of all sellers just give up after the first one.