The Closer’s
Manifesto
Nine principles. One standard. Humans and agents on the same scoreboard.
Every sales leader has the same wish: a team that takes care of itself. Salespeople who know how they are doing, fix it themselves, and don’t need to be watched. Instead, you review a handful of calls a month and manage everyone else on faith.
We built Big Sister to end that. Every interaction between your company and your customers, analyzed. Every closer and every AI agent measured against one standard, with the evidence attached. Not so you can watch harder. So you can stop watching and start trusting.
A growing share of those interactions will be with software. If you cannot score a human, you cannot score an agent, and you will put both in front of buyers on faith. We are not doing faith. These are our principles.
We are for closers.
However you generate demand is your business. Human SDRs, AI SDRs, inbound, partners, referrals: run it with whatever works. Our work starts at the first real conversation with a real buyer and ends when the deal is won or lost. Discovery, demo, negotiation, follow-up, and the relationship that holds it together.
That is where revenue is decided, and that is the only room we want to own.
That is where revenue is decided.
We build AI around the humans, not instead of them.
Sales is a human craft. We are not replacing closers with agents, and we do not believe anyone should hand the whole sales process to software. We believe in symbiosis: a human and an AI working on the same deal, held to the same standard, each doing what the other cannot. Our agents exist to make a closer more productive and more autonomous: they take the CRM routine, the prep, the follow-up, the off-hours reply, so the human gets their time back for the conversation and the relationship.
The human owns the customer. The AI gets exactly the surface area the human decides to give it. This is for leaders who know you cannot hand sales to AI, and want to pick the right AI for their team.
The human owns the customer.
The method comes first. The software serves it.
Since 2009 we have worked inside sales teams as consultants, building sales processes, hiring and training closers, and watching what actually moves a deal. Every insight, hypothesis, playbook and data point from that work went into one thing: the Big Sister Method. It starts from a written standard of closing skills, and it is tuned to your company, your product, your buyers and your process, for your team and for the agents that work alongside them.
The app exists to run the method. Not the other way around.
The app exists to run the method.
One standard. Every rep, every agent, every interaction.
Every customer interaction is scored against the same written standard, the Sales Score Standard: a set of closing skills, each graded against a rubric with reference examples, rolled into one Sales Score per rep and per team. We built the method to score both from day one. That is the point.
A human closer and an AI agent get the same rubric, the same feedback, the same scoreboard.
One rubric. Humans and agents.
We don’t return a number. We return the evidence.
A score you cannot check is an opinion with a decimal point.
Every score cites the moment in the conversation that earned it. The rep sees it first. Any rep can dispute any score, and the dispute goes to a trained human referee, not to their manager and not back to the model. A referee who merely accepts the AI’s verdict is not a judgment, and never counts. This is slower than prompting a model to grade a call. It is also the only kind of scoring we would trust with our own team.
A score you cannot check is an opinion with a decimal point.
We publish the number that doesn’t flatter us.
When trained experts score the same conversations, they disagree with each other more than anyone in sales likes to admit. That is not a knock on them. It is what happens when there is no shared standard underneath the judgment. We measure our scorer against those experts and publish the agreement, including the skills where a human still wins, and we say so first.
The claim we make is coverage: the judgment of a trained expert, on every conversation instead of the handful a manager has time to review.
We say it first.
The AI you put in front of customers plays to the same standard as your people.
Agents are joining sales teams whether a standard exists or not, most of them with a demo and a promise. We build agents for closers inside Big Sister, and we hold them to the method, including our own: same rubric, same evidence, same appeal.
That is the bar we are building to: before an agent talks to your customers, it passes the same standard your reps do. If we ever hold our own agents to a softer test than anyone else’s, the referee is worthless, and so are we.
Same rubric. Same evidence. Same appeal.
The method learns from your results, not ours.
Underneath the score is a sales brain: your playbook, your skills, your CRM outcomes, and a loop that tightens the method around what actually moved your conversion rates, stage by stage. The score is not the destination. It is how we find what changes the number. The skills and the standard are public and versioned. The weights, the tuning and the loop are ours.
Open about the method, closed about the engine.
The score is not the destination.
The score is what makes everything else possible.
Coaching without a score is a pep talk. With one, a closer who scored low on a skill on Tuesday can replay that exact moment on Wednesday, against the same buyer, as many times as it takes. We call it Second Chance. And when the score says an agent is ready, you can hand it the parts of closing you choose: the follow-up at 11pm, the inbound call on Saturday, the first-pass qualification. Not the whole job. The parts you decide. Same method, same referee, same scoreboard.
You keep the relationship. We keep the quality.
You keep the relationship. We keep the quality.
CRM is the record. Your recorder is the tape. Big Sister is the method and the referee that scores every game.
Give us your closers’ recorded conversations.
From Fireflies, Zoom, Meet or your CRM. Within days you get a Sales Score per rep, with the evidence behind every number. Then decide.
What happens next
- 01You send recordings. Any source. No new tooling.
- 02We score against the standard. Skill by skill, with the moment cited.
- 03You get a Sales Score per rep. Disputable, by any rep, to a human referee.