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The Real Problem Behind Deal Slippage and ‘Maybe’ Pipelines
You’ve got pipeline, but no predictability.
Your team can’t explain why deals stall.
And qualification sounds more like hope than a process.
How we turn messy pipelines into confident forecasts.
What PROBLEM Includes
Qualifying question sets for each stage
Call scorecards & manager prompts
Customisable qualification checklist
Forecasting health indicators
Deal review templates
The 7 Elements of PROBLEM
P
Proponent. Who’s pushing this forward internally?
No REAL champion = no deal.
Proponent
R
Resources. Do they have budget, people, time, and bandwidth?
If they can’t buy, they won’t.
Resources
O
Organisation. Who else is involved in the decision?
Miss a stakeholder, lose the deal.
Organisation
B
Battlefield. What are the internal blockers and external competitors?
If you don’t understand the battlefield, you can’t win the fight.
L
Level. Is your champion senior enough to drive change? Are you at the right level?
No authority = no urgency.
Level
Battlefield
Event
E
Event. Why now? What’s forcing the conversation?
No compelling event or driver. No urgency, no sale.
M
Mechanism. What’s their actual buying process?
If you don’t know how they buy, you won’t be bought.
Mechanism
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