Deals Don't Die on Calls: How to Manage the Execution Layer Between Meetings

Deals don’t usually fall apart on calls.They fall apart between them.

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The demo goes well. Next steps sound clear. Everyone leaves aligned.
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And then momentum fades.

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A follow-up email doesn’t get sent. A champion’s Slack message sits unanswered. Context disappears in the AE-to-AM handoff. The “next step” lives in someone’s head instead of the CRM.

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Nothing dramatic happens.The deal just quietly slows down.

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This is the execution layer, the space between meetings where trust is reinforced or eroded. And for most GTM teams, it’s the least structured and least visible part of the revenue motion.

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RevOps tracks meetings, activity, and pipeline stages. But what actually happens between conversations is rarely operationalized with the same rigor.

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In this session, we’ll break down how leading RevOps teams are diagnosing and managing that execution layer — turning follow-through, handoffs, and signal routing into structured systems instead of good intentions.

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You’ll hear a candid, operator-level conversation featuring Eli Portnoy, CEO of BackEngine, and Zach West, Founder of PatchOps.io.
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Together, they’ll share how modern GTM teams are closing the gap between what’s promised on calls and what actually gets executed afterward.

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You’ll walk away with:

- A framework for identifying where deals slip between meetings
- A clearer definition of execution quality (beyond activity metrics)
- Practical approaches to structuring handoffs and next-step protocols
- Guidance on using AI and automation to surface and route revenue signals in real time

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If your strategy is solid but deals still stall, stretch, or feel fragile — this session will help you diagnose where execution is breaking and how to fix it.

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👉 Register now to stop letting deals quietly decay between meetings.