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The third eye on your sales team.
Why we built an observability layer for the conversations that decide whether a deal closes — and why every sales team already has the data to use it.
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Yarden Hofer · May 6, 2026
Field notes
What we’re learning.
Notes from building the third eye on your sales team. Honest thinking on calls, pipeline, and what the data actually says when you read every conversation.
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Data & insights
The five hours your reps think they spent selling. But didn't.
Reps log 8-hour days. Most internal studies put actual selling time at 28-30%. Here's where the other five hours go, and what disappears the moment the call itself updates the pipeline.
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Yarden Hofer · May 11, 2026
Operator notes
Why your follow-ups are killing deals, not closing them.
The sales folklore says it takes 5-12 touches to close. Belkins ran the data and found mechanical touches after touch #2 actively hurt conversion. Persistence is right. The execution most teams use is wrong.
YH
Yarden Hofer · May 8, 2026
Operator notes
The 24-hour rule. And why most reps break it.
Post-call follow-ups sent within 24 hours close at materially higher rates. Most reps don't make the window. Here's what actually happens between the call and Friday afternoon.
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Yarden Hofer · May 4, 2026
Data & insights
No decision is your real competitor.
Dixon and McKenna's research found 40-60% of B2B deals don't lose to a competitor. They lose to indecision. Most loss reviews never name it. Here's what that means for how you follow up.
YH
Yarden Hofer · May 1, 2026
Operator notes
The five-minute deal autopsy.
Most sales teams never review a lost deal in detail. The ones that do, do it once a quarter. Here's how to do it in five minutes, every Friday.
YH
Yarden Hofer · Apr 29, 2026
Operator notes
What gets lost between the call and the CRM.
Reps remember nuance. They enter 'meeting held.' Managers coach from the impoverished version. The gap between the conversation and the record is where deals quietly die.
YH
Yarden Hofer · Apr 28, 2026
Product
When AI follow-ups go wrong.
AI that drafts follow-ups from a prompt is categorically different from AI that drafts from a real call transcript. The first one hallucinates customer commitments. The second one can't. Here's why that matters more than most buyers realize.
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Yarden Hofer · Apr 24, 2026
Data & insights
Lead quality is not a vibe.
Every sales team thinks they know which leads are good. The data, almost without fail, tells a different story.
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Yarden Hofer · Apr 22, 2026
Data & insights
The objections that actually killed your last ten deals.
Kickscale analyzed 100,000+ B2B sales conversations and found five objections show up in over 80% of dead deals. Most teams can't name them because nobody classifies systematically. Here's what they are and what changes when you can see them.
YH
Yarden Hofer · Apr 21, 2026
Operator notes
The pre-call brief most reps don't get.
Most reps walk into every meeting cold. Five minutes of prep beats an hour of recovery on the call. The brief that actually helps is shorter than you'd think.
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Yarden Hofer · Apr 17, 2026
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