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The Real Reason Deals Stall After Verbal Commitments
Every sales rep knows the thrill of a buyer saying 'we're in.' But then the deal goes dark for weeks. Lucas and Luna examine the psychological and structural gap between verbal commitment and signed contract, using a real case from a $12 million enterprise SaaS deal that took 47 days to close after the buyer said yes. They dig into the concept of 'decision fatigue inertia,' the role of procurement as an unspoken veto player, and why top reps start the contracting conversation before the verbal yes. If you've ever lost a deal that felt won, this episode explains…
The skinny
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