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Why B2B Deals Don’t Close — And How to Fix Your Sales Funnel
Who doesn’t want to skip straight to closed deals ? But without top and middle funnel work, there’s nothing to negotiate. Here’s how to build a pipeline that delivers.
“Hey. Listen.”
The founder leaned in, lowering his voice as if he was about to offer me something illegal. Cocaine? Black market secrets? Something worse?
I played along, whispering back. “What is it?”
He smirked. “I’ve been listening to your podcast. Fantastic stuff. You know so many investors. That’s incredible.”
A well-placed compliment. I could already sense what was coming next.
“Thanks,” I said, smiling. And then — right on cue — he dropped DA ASK:
“Can you introduce us to some investors?”
I’ve lost count of how many times I’ve had this conversation.
Somewhere along the way, founders convinced themselves that a warm intro is a golden ticket — a shortcut to investment, a backdoor into exclusivity.
But here’s the brutal truth: warm intros alone don’t build businesses.
