Date + Event + Consequence = Compelling Event

Why Deals Die Without a Compelling Event

During a Friday forecast call, a sales leader asked one of her reps to walk through his largest deal of the quarter. He was confident. He described the prospect's enthusiasm, the strong relationship with his main contact, and the verbal commitment to move forward. She asked a simple follow-up question: Who signs the contract? He did not know. She asked a second question: what does the prospect's evaluation criteria look like? He described the features the prospect had asked a