Deal
Momentum.
The Executive Verdict
"Deal Momentum is the measure of progress in a sales cycle. It is predicated on the principle that 'Time Kills All Deals.' Interest has a half-life: the longer a prospect sits in a stage without a defined next step, the lower the probability of closing. There is no such thing as a 'static' deal; it is either engaging or dying."
- Half-Life: Delay = Decay.
- Kinetic: Must have Next Steps.
- Urgency: Fight the 'Whirlwind'.
2. The Physics of the Sales Cycle
The "Depreciation of Urgency": When a demo ends, dopamine is high. Within 10 days of silence, they forget the "Aha!" moment and only remember the "Work" of implementation.
Day 0 (Demo)
Probability Peak. They see the future state.
Day 3 (No Follow-up)
The "Whirlwind" of their job takes over.
Day 10 (Silence)
The "Slippage Tax" has destroyed the deal value.
3. The 3 Momentum Killers
- The "Vague" Next StepEnding with "I'll get back to you." You are now a Zombie waiting for a ghost. Always set a date.
- The "Information Gap""I'll check on that." Momentum stops while they wait for your email. Validate in real-time.
- The "Consensus" VacuumRelying on the Champion to sell it internally. The CFO will kill it in the dark. Multi-thread now.
4. The "Kinetic" Sales Cadence
| Stage | Action | Goal |
|---|---|---|
| Discovery | Agree on Cost of Inaction. | Establish Need for Speed. |
| Demo | Schedule Scoping Call live. | Prevent Post-Demo Fade. |
| Proposal | Set Proposal Review call. | Stop "Price Shock" ghosting. |
5. The "Negative Reverse" (Takeaway)
"John, we've been in review for 3 weeks. Usually, when it's this slow, the project has been deprioritized. Should we close the file and revisit next year?"
Logic: If they say "Yes," you save time. If they say "No," they reveal the real blocker. You win either way.
9. The Connection
Pipeline full of Zombies?
The Exeluma "Velocity Monitor" calculates your deal stagnation points and generates the "Resurrection Script."