Scoring Deals: The Close Predictor

Segments

• 00:00 — Pipeline theater: deals that exist to make the pipeline look healthy.
• 12:45 — The three honest inputs: engagement depth, momentum, buying-committee coverage.
• 28:10 — Calibration: a 70% score must close 70% of the time or the number is decoration.
• 40:00 — What reps do with it: defend, accelerate, or disqualify — fast.

Key takeaways

• A deal with one contact is a conversation, not a deal.
• Momentum beats size: a moving small deal outranks a stalled whale.
• Disqualification is a productivity feature, not a defeat.