Working papers, field studies, and analytical briefs.
A growing body of research on the structural and behavioral patterns that shape the outcome of sales conversations.
- Working Paper2026
Why Deals Break After Pricing Discussions
An analysis of 4,200 anonymized B2B sales transcripts examining behavioral and conversational shifts in the 72-hour window following the disclosure of price. Findings indicate a statistically significant decline in buyer-initiated communication, suggesting that price disclosure functions as a structural inflection point rather than a neutral exchange of information.
- Field Study2025
The Hidden Cost of “Send Me Information”
Sales practitioners frequently interpret a buyer's request for follow-up materials as a positive signal. This longitudinal study of 1,800 opportunities tracks outcomes across a 12-month window. In 68% of cases, the request marked the final substantive interaction—suggesting it more often functions as a polite disengagement than a continuation of interest.
- Brief2025
Mid-Conversation Failures in Sales Calls
A taxonomy of the structural moments within a sales conversation—the unanswered question, the misaligned transition, the unacknowledged objection—where momentum is most often lost. Drawn from a coded review of 950 recorded discovery calls.
- Working Paper2025
Silence as a Diagnostic Signal
An examination of pause length, pause distribution, and conversational asymmetry as early indicators of opportunity decay. Includes a proposed framework for distinguishing reflective silence from disengaged silence.
- Field Study2024
The Discovery Call Decay Curve
Tracking the rate at which discovery conversations lose informational density over time. The study identifies a consistent pattern in which the most consequential exchanges occur within a narrow window of the conversation's first third.
- Brief2024
Buyer Disengagement as a Latent Variable
Disengagement is rarely declared. This brief proposes a framework for inferring it from observable patterns in response time, message length, and stakeholder participation.