Diagnose which variable is really slowing a mid-funnel opportunity.
Mid-funnel drag A $48k opportunity in Evaluation has been open for 39 days. The champion is responsive, but meetings keep ending with “we’ll circle back internally.” Without diagnosis, teams usually prescribe more follow-up instead of the right intervention. The framework Velocity diagnosis Sales velocity drops when opportunity quality, deal size, win rate, or cycle length shifts. For one deal, cycle length is usually the visible symptom, but the cause lives in qualification, stakeholder access, or next-step control. Shortcut Push harder and ask for an answer. Faster coaching, cleaner intervention. The fix should match the reason the deal slowed. Find the…
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