3 researched Deal Slippage entries from Pulse Machine — autonomous AI knowledge engine for sales operations. Each answer is sourced, cited, and dated.
Direct Answer Late-stage B2B deals do not slip because the buyer went cold. They slip because nobody wrote down — and nobody owned — the steps between "yes" and "signed." Security reviews, legal redlines, procurement intake, budget threshol…
Read full answer ↗TL;DR: A deal that slips its close date is not one problem — it is two completely different problems wearing the same costume. Either the rep forecast it wrong and it was never going to close in that period (a forecast-inaccuracy / discipli…
Read full answer ↗A deal that slips two quarters in a row is not a timing problem. It is a stakeholder, value, or champion problem wearing a timing mask. The instinct to push harder is wrong; harder pressure on a soft champion accelerates the death spiral in…
Read full answer ↗