How to
The questions worth asking in a deal review.
The questions worth asking in a deal review test four things: whether the buyer has a reason to move, whether enough people are involved, whether the process has actually started, and whether anybody has committed to a date.
Does the buyer have a reason to move now.
What happens at this company if they do nothing. If nobody can answer that, there is no deadline and the deal will slip indefinitely.
Who is feeling the pain, and is that the same person we are talking to.
What changed recently that made this a priority. A project with no trigger tends to have no urgency.
Are enough people involved.
Who else has been in a conversation, and in what function.
Who signs, and have we met them. A deal where nobody has met the signer is a deal with a surprise in it.
Who would object, and what would they object to.
Has the process actually started.
Has security or legal seen anything. Has procurement been engaged. These cost the buyer time, which is why they are the strongest signal available.
How long do those steps take at this company, and is there time.
Has anybody committed to anything.
What is the next step, who owns it, and by when. If the next step is ours, that is not a next step, it is a follow up.
Has the close date moved, and why. Make the reason explicit.
Questions
What questions should a manager ask about a deal?
What happens if the buyer does nothing, who else is involved and in what function, whether security or procurement has actually started, and what the buyer has committed to doing next and by when.
What is the best qualification question in sales?
What happens at your company if you do nothing. It tests whether there is a real reason to move, which is what most stalled deals turn out to be missing.
It arrives in Slack
Every morning, each rep gets one message naming the deals on their own book that moved overnight, biggest mover first, with the reason beside each number and the deals that have gone quiet underneath.
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Related reading
How to run a pipeline review that is not a status update
Most pipeline reviews are a rep reading their own CRM aloud. What to ask instead, and how to prepare so the meeting makes decisions.
How to tell which of your open deals are actually real
Every pipeline has deals that are alive and deals being carried. The difference shows in what the buyer did, not the stage somebody dragged the card to.
Which sales signals actually predict a close
Most teams track activity because activity is easy to count. The signals that predict an outcome are mostly things the buyer does, not things the rep does.
What a five person sales team should actually pay for pipeline visibility
Entry packages in this category start around $15,000 a year for five reps. What that buys, and what the same problem costs solved differently.
Reviewed September 20, 2026 against the product as it behaves today.