Between 40 and 60% of qualified deals end with no decision. Find the stage where yours stall.

That range comes from Matthew Dixon and Ted McKenna’s study of 2.5 million recorded sales conversations (The JOLT Effect, 2022).

Map my pipeline

15 questions, about 5 minutes
No account needed
Your answers stay in your browser

Built for founders and partners of firms that sell expertise: answer 15 questions about what really happens from a buyer’s first look to the final decision, and see where your deals leak and three things to fix this week.

What you get: a map of where your deals slow down

Fifteen questions, three for each stage of a buyer’s path. Each answer fills one box. The darker the box, the more that part of the sale is costing you. In this example, deals slow down after the proposal goes out.

Example

First look
42/100, moderate
- Do buyers arrive warm?: 1 of 3
- Does your site stand out?: 2 of 3
- Do you publish your thinking?: 1 of 3
First call
8/100, low
- Is the next step booked?: 0 of 3
- Does the call start on their problem?: 1 of 3
- Can you answer on price?: 0 of 3
Proposal
92/100, critical
Where your deals leak most
- Do proposals go quiet?: 3 of 3
- Are you there when it lands?: 3 of 3
- Do the same questions return?: 2 of 3
Committee
50/100, high
- What do their colleagues say?: 2 of 3
- Do you meet the real buyers?: 1 of 3
- Can your contact sell it on?: 1 of 3
Decision
25/100, moderate
- Do lost deals just go quiet?: 0 of 3
- Do late reviews stall it?: 1 of 3
- Is the risk answered in writing?: 2 of 3

Kevan Smith, founder of Epiphany Content, in the arch-windows studio

Your result links the leaking stage to the part of the VELO™ method that addresses it: Visibility, Evidence or Library, with Outcomes as the measure that the fix is working.

Map my pipeline