Sales Pipeline Audit

Name why deals stall

Purpose: Sort each stalled deal into the cause actually behind it, since “went dark” describes what a buyer did and not why.
Inputs: The deal ledger and stalled-deal flag from Reconstruct the pipeline
Method: Check for a missing next step first — usually the largest bucket and the cheapest to fix
For anything else, classify against four buyer-side causes: budget or authority unconfirmed, indecision, champion turnover, competitor selected
Require evidence for each classification, not a rep’s impression
Apply BANT for simpler deals and MEDDIC for multi-stakeholder ones, and run the seven-question stalled-deal review
Output: Every stalled deal classified by cause, with the evidence behind each classification.
Data: CRM Spreadsheets and interviews

The reasoning behind this one capability, with a worked example.