Smart Dealmakers Read the Signals Others Ignore

Hey, it’s David!

Ever watched a top dealmaker in action?

The ones who don’t just hear objections but sense hesitation before a word is spoken?

That’s because they leverage the insight and experience they’ve built up over years.

Interestingly something similar exists with web based insight, and this is known as “cookies.”

Most see “cookies” as compliance headaches or annoying pop-ups. The sharpest operators see them as deal-closing intelligence.

…Are you serving cookies on this flight?

Recently while I was yawning as I waited for the inbound flight to deplane, a fellow tired traveler leans over and jokes, “I need a jolt of something too, hope they serve cookies on this flight.”

I laughed and replied, “Funny you mention cookies…”

In deal making, the right kind of cookies can actually help close more deals.”

Think about it:

• If you’re selling a company, you don’t just send the deck and pray. You track engagement. You see which pages get the most time, where they hesitate, and what objections might be brewing.

• When buyers circle a deal but don’t pull the trigger, you don’t guess, you follow up strategically, based on their exact concerns.

Your website and the intelligence it gathers works the same way. Every visitor is a potential deal, leaving behind signals about what’s catching their eye and what’s stopping them from moving forward.

The only question is: Are you paying attention?

How Smart Dealmakers Use Cookies to Close More Deals

1. Spot Who’s Interested (Before They Even Say a Word)

Not every visitor is a buyer. Cookies separate tire-kickers from serious players.

• Who’s checking your pricing page?

• Who keeps returning but hasn’t reached out?

• Who’s spending time on your portfolio or case studies?

This is your shortlist of high-intent prospects.

2. Pinpoint Where Buyers Are Hesitating

You wouldn’t walk into an M&A negotiation without knowing the sticking points.
So why ignore them on your website?

Cookies show you where people drop off, giving you real-time intelligence on:

• Where your offer isn’t landing

• What’s confusing or unclear

• Which objections need to be addressed before they even ask

Example: If visitors keep bouncing at the final step, it’s not bad luck. It’s a signal. Maybe they need more proof, a stronger CTA, or a different structure.

3. Retarget the Right People with the Right Message

A deal is rarely closed in the first meeting. It’s the follow-up that seals it.

Cookies let you re-engage the right people with the right message at the right time.

• Someone visited your pricing page? Hit them with a tailored offer

• They spent time on your case studies? Follow up with a strategic success story.

• They almost signed up but bailed? Give them an incentive to take action.

This isn’t just marketing, it’s precision follow-up, without the guesswork.

Bottom Line

Every dealmaker knows data beats guesswork.

Would you keep pitching the same way if no one was buying? No. You’d refine the message, test the positioning, and adjust until it landed.

Your website intelligence works the same way. Ignore cookies, and you’re flying blind. Use them right, and you’re turning anonymous traffic into predictable revenue.

Data shows you where to tweak, refine, and tighten the pitch so you don’t leave money on the table.

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Thank you!

David