Read the room before it goes quiet.
GTM Heroes uses HBX (Human-Based Experience) to read how each person in the buying group decides, flags the one who's freezing, and drafts the move that brings them back.
Acme Logistics · Renewal
Proposal · $186K · CRM says on track
Maria Perez
CFO
Dan Liu
VP Engineering
Jordan Kim
Ops · champion
Sam Reyes
Procurement
SIGNALS THIS WEEK
- Day 19Jordan's reply time went from 2 hours to 3 days
- Day 17Jordan skipped the security review
- Day 15Dan opened the API docs four times
JORDAN KIM · WHY QUIET
Your last two emails pitched the roadmap. Jordan decides on risk, and nothing you've sent is safe to forward to the CFO.
THE MOVE
Draft · to Jordan
Jordan, attached is the rollback plan: what happens if week one misses, who owns it, and how we unwind in 48 hours. Want 20 minutes with an ops lead who's run it?
40 to 60% of forecasted deals end in no decision.1 Most of them weren't lost to a competitor. Someone got pitched the wrong way and stopped answering.
The read
Every stakeholder, by how they actually decide.
Not their title. Two CFOs can need two completely different meetings. Create buyer rooms from Claude with the HBX MCP server.
Jordan Kim
Guardian · high confidence
- Decides on
- What breaks, and who owns it if it does
- Lead with
- Rollback plan, references, a slow ramp
- Avoid
- Vision decks, urgency, big-bang rollouts
The forecast
See the freeze two weeks before the stage moves.
Engagement against each profile tells you who's drifting while the forecast still says commit.
The move
One action, in their language. You approve it.
Nothing sends on its own. Your rep stays the one in the room.
Sent on day 12
Excited to share our 2027 roadmap. Your team would be at the front of the next wave. Got 30 minutes for a demo?
Drafted on day 19
Attached is the rollback plan: what happens if week one misses and how we unwind in 48 hours. Want 20 minutes with an ops lead who's run it?
“Frozen buyers are busy. They take the meeting, forward the deck, ask for a reference. Every one of those logs as activity, so the deal looks healthy.”