99% of Deals Die From Bad Discovery (Not Bad Luck)

A deal slips, the VP pulls the call recordings, and the postmortem always ends the same way: "take better notes." Woody Klemetson says that's never once fixed anything. Woody Klemetson, Founder and CEO of AskElephant, ran sales teams for over a decade before building the AI layer he wished he'd had. Adam and Dale put him in the hot seat with a real deal-slippage scenario, and Woody breaks down why the actual failure point is almost always shitty discovery, not bad notes. They get into BANT versus DICTATE, why reps stay quiet instead of asking leadership for help, the line every revenue team building with AI needs to hear, and why most companies buy tools for themselves instead of their reps. We discuss: