You Were Never Actually In That Deal [7]

Episode notes

Why 77% of B2B deals are decided before the first meeting ️ Live webinar May 21: Tim & Jan on building a PreSales team that drives revenue — not just demos. serockstars.com/webinar 94% of buying groups rank the shortlisted vendors before the first meeting. 77% buy from whoever was ranked first. So what's an SE team actually doing on that first demo — closing, or just confirming a decision that's already been made? What Nate and Ava discuss The 6sense stat that's been living in Nate's head: 94% rank before contact, 77% buy the Day 1 favorite Why SE leaders can't dismiss this as "a marketing problem" anymore What content SE teams should be putting out publicly — so buyers researching with LLMs find YOU first The single question to ask on the first call to find out if you're already the favorite The move Stop treating the first demo like an introduction. Treat it like a confirmation interview. Ask the buyer what specifically made them book time with you. If the answer is vague, you're number two — and you need to change the whole conversation. If it's specific, don't blow it by running a generic pitch.