What moves a deal forward
More of the buyer involved. A second and third person replying, joining a call or visiting your site. People.ai found each additional buyer stakeholder raised the win rate by about 4.5% on average.
Meetings that happen. A meeting on the calendar that the buyer attends, as opposed to a next step a rep typed. In the same research, won deals of $25,000 or more had five more meetings on average than lost ones.
The buyer doing internal work to buy. A security review, a legal redline, procurement joining, a vendor form. Nobody starts those for a vendor they do not expect to choose.
Interest you did not ask for. Pricing page visits, a returning visitor from the account, research on your category or a competitor.
What moves a deal back
Silence. No reply for 14 days on an active deal, or a gap between replies that keeps widening.
A missed or moved meeting, above all one the buyer set.
No stage change for three weeks while the close date stays where it was.
A competitor named on a call, or the champion changing jobs.
Time itself. Won deals in the People.ai data closed in 151 days on average; lost deals ran 208. A deal that has outlived your typical win is already telling you something.
How Kaypo answers this for your pipeline
Every open deal, scored on what the buyer did, with the move that worked in your own wins.
Kaypo reads your CRM, email and calls, checks every signal against the deals you have already won and lost, and puts the answer on each deal: the score, why it moved, and the next step with the email written.
Why the list is not the answer
Every one of those signals is worth a different amount in a different business. A security review is a buying signal in one market and a six week stall in another. The only honest weights are the ones fitted on your own closed deals and then tested on deals the fit never saw.
Kaypo does exactly that: it reads what the buyer did in your CRM, email and calls, fits the weights on your closed deals, and keeps an industry benchmark if your own history does not beat it. Every weight is on the Model page and you can change it.
Questions people ask
Which selling signals predict deal movement?
Buyer actions: more of their people engaging, meetings they attend, fast replies, a security or legal review opening, pricing page visits. Missed meetings, two weeks of silence and three weeks with no stage change predict a deal slipping.
What is the strongest predictor that a deal will close?
Across large datasets it is how many people on the buying side engage. Gong found closed-won deals include 67% more contacts than closed-lost. In your own pipeline it may be something else, which is why the weights should be fitted on your closed deals.
Do rep activities like calls and emails predict deal movement?
Less than buyer activities. A rep can send twenty emails into silence. What predicts movement is the buyer answering, attending and bringing others in.
Sources
Reviewed October 27, 2026 against the product as it behaves today.