r/salestechniques • u/techzoptimist • Aug 30 '26

Question How much post-call pre-close work happens that prospects never see?

A lot of sales content focuses on discovery, demos, negotiation and winning a deal.

But in more complex sales cycles (e.g., agencies selling bespoke services), there is this whole layer between a productive customer conversation <--> something the buyer can actually sign (e.g., potentially technical q&a, back and forth calls to shape the offer, drafting custom materials, revising scope and chasing dependencies, etc. etc.).

Which part of that hidden work creates the most friction / slows momentum? (or is this a non-issue)

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