The champion is enthusiastic. Nobody has met the person who signs.

Deals that die late rarely die to a competitor. They die inside a room the seller was never invited into, for reasons nobody reports back.

By Steve 5 min read
Abstract bridge artwork for The champion is enthusiastic. Nobody has met the person who signs.

A deal has one contact. That contact is engaged, responsive, complimentary about the proposal, and confident it will go through. Then it slows. Then it goes quiet. Then, months later, it is marked closed-lost with a note saying budget was reallocated. No competitor won it. Nothing was won at all. This is the most expensive pattern in a mid-market sales process, and it is almost invisible in the pipeline report, because right up to the moment it fails, a single-threaded deal looks healthier than a multi-threaded one. Fewer objections. Faster…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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