The hook
It’s the end of Q3. Every sales leader has a Q4 number and a pile of deals their reps have told them are “fine” — good meeting, buyer’s engaged, on track, should close this quarter. This session opens with an uncomfortable truth: the deals your reps feel good about are the ones most likely to be at risk, and neither the rep nor the leader can see it. Forty to sixty percent of B2B deals end in no decision — not lost to a competitor, but to a buyer who quietly decided doing nothing was safer than moving, while still taking the calls and nodding along. That freeze hides inside the deals that look healthy.
What attendees leave with
A working session, not a lecture. Leaders bring a real Q4 deal to the room and leave with:
- A way to read why a deal is actually stalled — the five reasons buyers freeze, and how to spot them past a rep’s optimism.
- One question to ask in Monday’s deal review that gets past “it’s fine” to what the buyer actually said — the only place the truth lives.
- A clear next step for every at-risk deal: the move that unfreezes it and pushes it forward, or the honest call to pull it out of the forecast now, in Q3, so the team goes and finds pipeline that’s real.
- No new spend, no new tech, no new methodology. A change in how they inspect and coach — usable the next morning.
Who it’s for
VPs of Sales, CROs, and revenue leaders carrying a Q4 number — and the RevOps and enablement leaders who support them. Built for people who run pipeline reviews and forecast calls, and who feel the gap between a hopeful forecast and a reliable one.
Format & interaction
Live and virtual, designed for a smaller room (roughly 20+) so it stays a working session. Fully interactive from the first five minutes — attendees surface a real deal in the chat, diagnose it with live polls, and leave having applied the ideas to their own pipeline. Runs 60–90 minutes depending on discussion, followed by open Q&A with Lee and Gerhard.
Why now
End of Q3 is exactly when this lands. The number is set, the quarter is closing, and the instinct is to discount, send more information, or escalate — none of which move a frozen buyer. The goal is simple and concrete: deliver all the Q4 revenue that’s on the table, and then some. Recovering even a fraction of what’s frozen is a double-digit revenue swing — from pipeline leaders already have, at the precise moment they can still act on it.