Danielle Moore Jarnot

There is an escalation habit in most technical B2B sales organizations — product gets pulled into deals when a salesperson feels out of their depth, not when a deal has reached a stage that warrants it. Most CROs know this is happening. What is less visible is why the standard responses fail to fix it.

There is an escalation habit in most technical B2B sales organizations — product gets pulled into deals when a salesperson feels out of their depth, not when a deal has reached a stage that warrants it. Most CROs know this is happening. What is less visible is why the standard responses fail to fix it.

Most sales leaders know product is getting pulled in too early. Few have mapped where it's actually happening -- which questions are triggering the involvement, at what stage, and whether those questions required a product expert at all. The Capture diagnostic is how you find out.