BUSINESS LAB · EVIDENCE BEFORE TACTICS
How do I find where my deals stall?
Map recent opportunities through agreed stages and inspect the last evidenced step, next action, owner and outcome. Compare similar won, lost and delayed deals rather than treating an empty pipeline field as a customer decision. Read the underlying conversations, distinguish fit from execution, and test the repeated obstacle before changing the whole process.
Make stages observable
A useful stage describes evidence: a need confirmed, a proposal delivered or terms agreed. A label such as “hot” can mean different things to different people. Agree the entry evidence and who owns the next action before calculating progression.
Keep delayed, lost, unsuitable and uncontacted opportunities separate. A missing record may reflect poor administration rather than a buyer’s refusal. Mark unknowns and inspect the underlying exchange where it matters.
Compare a balanced set of deals
Select recent won, lost and stalled opportunities from a defined period and comparable sources. Trace need, decision authority, timing, recommendation, objection, proposal and follow-up. Check whether a change in lead mix or offer explains the pattern.
Ask what distinguishes the cases. If suitable prospects repeatedly stop at the same delivery condition, the offer may need investigation. If the promised follow-up was never completed, ownership, workload or execution may be the more useful first test.
Fix one supported obstacle
Choose a small correction and define how implementation will be checked. A clearer proposal, a named owner or a working payment link changes a different part of the route; changing all three at once makes learning harder.
Review progression through to paid sales and contribution, including refunds and fulfilment cost where relevant. A faster proposal or a moved stage is not a sale. If the result does not improve, examine the remaining explanations and revise the intervention.
Continue the diagnosis
Frequently asked questions
Do I need a new CRM first?
Not necessarily. A reliable small record can support the first review; choose software after understanding the workflow gap.
Can I use industry close rates as the target?
Do not substitute an unrelated benchmark for your definitions, lead mix, offer and economics.
What if all deals stop after the proposal?
Read the proposals and conversations, check fit and the decision process, and compare successful cases before assigning a cause.
Book a free 15-minute introductory call. The call clarifies the challenge and fit; it is not a free detailed diagnosis.