Measuring Deal Velocity by Stage Without Teaching Reps to Game It
Track how long deals sit in each stage and reps will find ways to make the number look good. The metric only works if it's built to resist that pressure.
Sales CRM & Revenue
Deal Management
Deal Management guides, comparisons and explainers from RevexaCRM.
The Deal Closes and Somehow Nobody Is Happy With the Terms
A signed contract isn't proof the negotiation went well. Sometimes it just means both sides got tired first, and the resentment shows up during onboarding.
Multi-Year Deals Change the Math on Discounting and Risk
A multi-year discount that looks like a clear win on paper can quietly lock in pricing and terms the business will regret before the contract ends.
The Verbal Agreement That Never Makes It Into the CRM
A buyer says yes on a call, the rep feels good about it, and nothing gets written down. Then the deal stalls and nobody remembers exactly what was promised.
Deal Registration Conflicts Are a Partner Program Design Problem
When two partners register the same deal, or a direct rep and a partner collide on the same account, the fix usually isn't arbitration, it's better design.
The Contract Redline That Quietly Stalls a Close
A deal that's verbally agreed can still die in redlines. Here's why legal review becomes the silent killer of deals everyone thought were already won.
Reviewing a Competitive Loss Without Getting Defensive About It
Most loss reviews turn into justification exercises. A useful one requires resisting that instinct long enough to find what actually happened.
Reading Deal Risk Before It Becomes Obvious to Everyone Else
By the time deal risk is obvious, it's usually too late to fix. Here's how to notice the quieter signals that show up weeks before the visible warning.
Where Discounting Discipline Actually Breaks Down
Discount policies rarely fail because the rules are wrong. They fail at specific, predictable moments of pressure that policy alone doesn't address.
How Deal Desk Approval Friction Quietly Costs You Winnable Deals
Approval processes built to protect margin sometimes cost more in lost deals than they save in discount discipline. Here's how to find the balance.