When lobbying for a new tool like telemetry, don't just ask for the tool. Frame its absence as a direct blocker to your core responsibilities. By stating, "I can't make decisions without this data," you tie the budget request to clear business outcomes and personal accountability.

When a prospect asks for a free pilot, treat it as a sign that you failed to build enough confidence in the outcome. Instead of agreeing, diagnose their uncertainty by asking what they still need help predicting. This shifts the conversation back to value and avoids deploying your best resources on your least committed customers.

Brands using AI to write RFPs are a red flag. These documents are easy to spot and lack the specific, human insight needed for a quality response. Briefs should come directly from senior decision-makers to clearly articulate the business's actual needs.

While the initial RFI pool can be large, the final presentation stage should be limited to just three agencies, with four as an absolute maximum. This ensures the client team can remain engaged, properly differentiate the proposals, and avoid decision fatigue.

Instead of asking for a budget, which can feel confrontational, state a typical investment range for your solution. This anchors the price, makes the conversation less awkward, and positions you as a transparent consultant by asking where they fall within that range based on their research.

Sellers often avoid scheduling a live proposal review because they fear creating friction. However, this avoidance is what causes prospects to ghost. A live walkthrough is essential to eliminate ambiguity, handle objections, and secure commitment, preventing the deal from stalling.

Before investing time to create a perfect offer, secure a conditional commitment by asking, 'If I can deliver on these specific things we've discussed, do we have a deal?' This tactic prevents the prospect from backing out to 'think about it' and ensures your efforts are aligned with a committed buyer.

Discussing pricing early doesn't mean you're in the proposal stage. True proposal and negotiation begins only after you have secured explicit agreement on the problem, the solution, and from the key decision-maker. At this point, the deal would close if it were free; price is the only remaining variable.

Prospects often express interest to gather information but lack a commitment to solve the problem. Sellers must differentiate by probing for concrete timelines and stakeholder involvement to avoid chasing deals that won't close, rather than hoping to convert interest into commitment on the call.