Conversation Analysis·March 12, 2026
When Agreement Becomes a Warning Sign
Sustained verbal agreement from a buyer often correlates with diminished engagement, not increased alignment. A short note on the difference between assent and commitment.
Insights
Research notes and analytical commentary.
Short-form writing from the Institute, accompanying our longer research publications.
Pipeline Dynamics·February 28, 2026
The Quiet Stall: How Opportunities End Without Closing
Most lost opportunities are never formally lost—they simply stop progressing. We examine the conversational fingerprints of the silent stall.
Behavioral Patterns·February 4, 2026
Reading the Second Email
The structure of a buyer's second written response often carries more diagnostic value than their first. A brief examination of why.
Discovery·January 19, 2026
Questions That Don't Land
A review of the most common discovery questions associated with conversational disengagement, drawn from a coded sample of 600 calls.
Pricing·December 14, 2025
The Asymmetry of Price Disclosure
Buyer and seller experience the moment of price disclosure differently. The asymmetry has measurable downstream effects on opportunity progression.
Methodology·November 22, 2025
Coding Conversations: Notes on Reliability
Methodological reflections on inter-coder reliability when reviewing sales transcripts at scale.
Stakeholders·October 30, 2025
When the Champion Goes Quiet
Internal champions often disengage before deals stall. Patterns in stakeholder participation can offer early warning.
Revenue Loss·October 8, 2025
Estimating the Cost of an Unanswered Question
A short framework for assigning economic weight to specific conversational failures within a sales cycle.