Silence Is Data: Reading the Unspoken Deal in B2B
In this episode, we go deep into one of the most misunderstood signals in B2B sales: silence.
Deals don’t usually collapse with a clear “no.” They slow down, shift, and quietly lose momentum. A buyer who stops responding, a decision-maker who becomes silent in meetings, or a sudden change in tone after pricing — these are not random events. They are signals.
In this episode, we break down how to read those signals correctly. Why silence is not neutral, why body language matters more than what is being said, and how small behavioral changes can reveal major shifts in risk, priorities, or…
The skinny
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