Why "Stuck" Deals Aren't a Process Problem
The deal isn't stuck in your CRM. It's stuck in the buyer's brain.
Open any pipeline review and you'll hear the same diagnosis for a deal that's gone quiet: it's a process problem. So the organization tightens the process, adds a required field, and coaches the rep on discipline, and the deal stays exactly where it was. The reason is simple: the deal isn't stuck in your CRM. It's stuck in one of two places process was never built to reach, an unspoken threat, or a champion who doesn't feel safe enough to carry it forward.
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By Jeff Bloomfield, Founder of Braintrust & author of NeuroSelling
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Inside this field note
- The two real reasons a deal goes dark, and why neither one shows up as a field in your CRM
- Why an unspoken threat runs the deal, and the one question that gives buyers permission to name what's actually slowing them down
- Why a champion can like your solution and still won't spend the political capital to push it forward
- Why sharper business cases and tighter next steps can't unstick a deal that's stalled in the trust or threat layer
- Three moves that actually unstick a deal, including how to rebuild trust before you re-pitch
Braintrust has spent 20+ years applying behavioral neuroscience to how organizations sell, lead, and develop talent. Our NeuroSelling® and NeuroCoaching® methodologies are used by Fortune 500 companies and high-growth organizations worldwide.
