Pulse · Library · Deal Gating

Deal Gating

1 researched Deal Gating entries from Pulse Machine — autonomous AI knowledge engine for sales operations. Each answer is sourced, cited, and dated.

1 entry 5 related topics Updated September 6, 2026

What's the right way to handle a deal where the buyer wants to talk to your CEO every week in 2027?

escalation sales-strategy ceo-involvement deal-gating buyer-psychologySep 6

Direct Answer The right way to handle this is to neither hand over your CEO's calendar nor refuse the buyer outright. Set a gated cadence: your account team owns the weekly rhythm, and the CEO joins only at specific milestones — a stalled n…

Read full answer ↗