Hey Niepodam,

Here’s the mistake I see a lot of closers making with AI:

They think it’s a top-of-funnel tool.
Good for prospecting. Maybe outreach.
But once the deal’s real? Back to the old playbook.

Big miss.

AI might not close the deal for you, but it can expose the blind spots that kill them.

A few months ago, I was reviewing late-stage deals with a mid-market AE.

Two of their "commits" had no clear champion.

• No timeline.
• No action plan.
• No reason to buy this quarter.

But the AE felt good: “They’re engaged. Good convos. I’ve sent the proposal.”

Classic.

I asked them to drop their call notes and email threads into ChatGPT with this:

“Here’s a transcript and email summary. What are the 3 biggest risks to this deal closing in the next 30 days? Where am I missing urgency, decision clarity, or stakeholder alignment?”

Here’s what it flagged:

• No confirmed economic buyer
• Zero urgency drivers in the follow-ups
• No reference to the internal decision process
• Next steps were "soft" (aka vibes-based)

It wasn’t wrong.

We cleaned it up.
Identified a champion.

Framed the ROI based on their current priorities (which we pulled from a recent earnings call).

Built a mutual action plan with the prospect, not for them.

The deal closed two weeks later — at list price.