15:00Rep talk-track at 72%
Best-performing discovery calls average 45% rep talk. Pull back on feature walk-throughs; the prospect had three unfinished questions.
Missed reference ask at 15:30
Prospect asked: "Have you deployed for anyone our size?" Rep pivoted to features without answering. This is the #1 predictor of a stalled deal at this stage.
Unvalidated delivery commitment
Rep committed to Q3 go-live without checking with Delivery. Follow up in-thread before the prospect circulates this internally.