Revenue Leaders Why Deals Stall After You Send the Proposal | Revenue Leaders Ep 315
Dec 24, 2025
Deals often stall after proposals, marking a risky phase for sellers. Information overload from digital deal rooms can overwhelm buyers, leading to delays. With enterprise buying committees often exceeding a dozen people, gaining consensus becomes challenging. Champions may experience fatigue while trying to advocate internally for a deal. Proactively guiding buyers and creating persona-focused deal rooms can empower champions and streamline approvals. Understanding past decision-making processes is crucial for navigating buyer dynamics.
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Proposal Stage Is The Riskiest Moment
- Proposals mark a high-investment stage where deals most often stall instead of at the top of funnel.
- Sellers face the highest risk after sending a proposal because they've already spent time and resources to get there.
Deal Rooms Often Create Information Overload
- Deal rooms often become dumping grounds full of vendor information and overwhelm buyers.
- Information overload in a deal room replicates a cluttered PDF and kills momentum toward decision.
Buying Committees Are Much Larger Than You Think
- Enterprise buying committees commonly include a dozen or more people, sometimes 15+ in professional services.
- That many stakeholders multiplies questions and stalls consensus unless proactively managed.