A leader's ability to make fast, informed decisions depends on their network. The ultimate test of that network's effectiveness is whether you are just one text message away from getting the crucial inputs or expert opinions needed to fill an information gap quickly.

To gauge a celebrity partner's commitment, A-Frame's CEO uses a simple litmus test: he must be able to get their direct email or phone number within the first few conversations. If he's forced to communicate only through gatekeepers, he knows they are not truly engaged.

In complex enterprise sales, don't rely solely on your champion. Proactively connect with every member of the buying committee using personal touches like video messages. This builds a network of allies who can provide crucial information and help salvage a deal if it stalls.

For every formal weekly meeting with the core evaluation group, an enterprise rep should have at least three to four one-on-one conversations with individual stakeholders. This high ratio of offline, individual alignment to formal group sessions is critical for navigating politics and driving consensus in complex sales cycles.

The fastest way to determine if a prospect is a serious buyer is to ask for their commitment at every stage. Request a second meeting, ask to include another stakeholder, or ask for internal data. Their willingness to say 'yes' signals genuine engagement, while hesitation or refusal indicates they are likely just seeking information and not a viable opportunity.

When a customer agrees to a face-to-face meeting or factory tour, they implicitly state that they value the relationship beyond a transactional price. Use this 'engagement test' to identify high-value partners who see you as a strategic asset, not just a vendor, and are therefore worth investing more time in.

The final stages of a major enterprise deal are often closed via text message, signifying a deep level of trust and personal relationship with the buyer. If your champion isn't comfortable texting you, the relationship may not be strong enough to get the deal across the finish line.

According to Deel's CEO, top salespeople listen more than they talk. They act like external consultants, diving deep to understand a customer's complex stack and problems. This consultative approach builds trust and is more effective than a superficial product pitch, especially for multi-product companies.

To build deeper relationships with potential investors or clients, explicitly suggest moving conversations from formal email to a personal channel like WhatsApp. This enables informal, rapport-building interactions that humanize you, making future business asks feel more natural and likely to succeed.