Hey Niepodam,

Every week, I get the same call from my clients.

“Can you look at this opp? It just died out of nowhere.”

No it didn’t.

The deal was slipping two weeks ago.

They just didn’t see it.

Because most sales teams are blind to buying signals that don’t live in Salesforce.

And here’s the kicker: The buyer never says they’re leaving. They show you.

But only if you know where to look.

Last month, I audited a stalled pipeline.

One deal stood out: $160K, late stage, no movement in 10 days.

I checked LinkedIn. The buyer’s CFO had just followed a competitor’s CMO.

Two directors had liked posts about switching tools.
The CTO had started following a migration checklist thread.

Classic drift.

So I sent this:

Subject: Looks like [prospect] is exploring

Hey [First Name] — noticed a few folks at [Account] looking into [category] (LinkedIn + G2 activity).

If that deal’s still live, now’s the window to re-anchor with the economic buyer.

Happy to walk through how [client] re-engaged their deal team before a similar opp went dark.

Want to see it?

They pulled it back in 3 days.

Here’s what I teach teams:

You don’t lose the deal when they say “no.”
You lose it when they stop showing signs of belief.

If you're not tracking those shifts, you’re flying blind.

Here’s the framework I teach:

D.R.I.F.T.

• Decentralized signals – Who’s active outside the known champion?
• Relationship erosion – Did key execs stop engaging?
• Intent movement – G2, LinkedIn, site visits, tech pageviews?
• Follow patterns – Are they exploring replacements or competitors?
• Time gaps – Any unnatural lags between steps?

When 3+ show up? The deal isn’t just stalled. It’s slipping.

Want me helping you and your team within your outbound efforts? Let’s talk.

Or book me here directly for a Free Strategy Call

Alan "Modern Seller" Ruchtein.

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