There are six people on the buying side. The CRM has one name.

A deal with one enthusiastic contact looks healthier than a deal with three cautious ones. The loss data usually says the opposite.

By Steve 5 min read
Abstract bridge artwork for There are six people on the buying side. The CRM has one name.

A deal is in late stage. The contact is engaged, replies quickly, has said out loud that this is exactly what they need, and has talked about a start date. Then it slips a month. Then another. Then it closes as no decision, or reappears in next year’s pipeline with the same name against it. The post-mortem usually blames budget or timing. The more useful finding is often visible before the deal ever stalled: there was one name on it. The same fact that made the opportunity feel warm was…

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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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