When good deals in the pipeline go quiet
Spot stalled deals before they becomes lost deals
👋 Welcome back
In our last issue, we talked about separating signal from noise in your pipeline. This time, we’re going deeper into what those signals are actually telling you — and how to act before deals quietly stall out.
💡 Quick win: If you’d rather skip the guesswork, book a free Sales Audit. In 30 minutes, we’ll show you exactly where momentum is lost — and how to get it back. Book yours here »
85% of B2B sales teams still base forecasts on opportunity stages, but only 34% tie them to actual sales activities. (Salesforce)
Momentum in sales isn’t lost all at once. It erodes slowly: fewer replies, lighter agendas, less urgency from the buyer. By the time it’s obvious, the deal is already in trouble.
The challenge? Most CRMs don’t make it easy to see the early warning signs.
🔎 Field Insight
In working with sales teams across industries, we’ve seen a consistent pattern: When deals stall, the team often points to external factors like budget freezes, shifting priorities, competing projects. But when we dig into the data, we find the stall usually started weeks earlier, triggered by gaps in execution:
Follow-ups that lacked a clear next step
Proposals sent without a decision process confirmed
Discovery calls that didn’t uncover a compelling, time-bound need
One client’s team thought they were losing late in the cycle. In reality, the deal had been “lost” 30 days earlier...they just hadn’t noticed the signals.
🛠️ 1 Small Shift = Big Win
Start with sales pipeline velocity tracking:
How quickly does the buyer respond after each touchpoint?
Are they introducing you to more stakeholders, or fewer?
Is the conversation expanding in scope, or narrowing?
📍 Try This:
Look at the last 5 deals you lost after the proposal stage.
Identify the first point where buyer activity slowed.
What (if anything) was the response.?
🗨️ From the Field
🔍 The challenge A founder-led team saw too many “no decision” outcomes, despite strong early interest.
🛠️ What we did
Mapped their buyer journey to identify drop-off points
Used time-in-stage tracking to spot stalled deals in real time
Adjusted messaging and outreach cadence at the first sign of slowdown
✅ The result A 22% increase in late-stage win rates — without adding more top-of-funnel activity.
Mo’o Says: A deal isn’t late-stage because of what reps do but because of what buyers do or don’t do.
🎬Take Action
Thanks for reading! Let us know what you think or what topics you'd like to see covered in future issues in the comments or shoot us a note.
If you want to know where your deals are stalling (and how to turn them around before it’s too late) start with visibility.
👉 The Sales Audit shows exactly where momentum is lost, so you can win back control of the cycle.
Measure what matters. Act on what’s real.
Danielle
Founder
Moore Consulting
