Shreya Chaurasia from Flexprice shared a very real founder sales moment. One call was full of compliments, curiosity, and all the nice signals that make you think a deal is moving, then the person disappeared. Another asked one simple question how early can we implement and that was the tell. Her point is pretty blunt: interest is flattering, intent is the part that actually goes somewhere.
She frames it as the difference between someone enjoying the conversation and someone already thinking about rollout. If they are asking about features, cool. If they are asking about timing, internal buy-in, or next steps, now you are in actual sales territory. It is a short post, but a useful reminder for anyone who has ever left a call feeling great and then got ghosted anyway.