BlogBy Sarah Chen
The pipeline review ritual that actually surfaces risk
Swap the status-update theatre for a review that finds the deals quietly slipping.
Swap the status-update theatre for a review that finds the deals quietly slipping. Here's what that looks like in practice.
What the pattern tells us
The pipeline review ritual that actually surfaces risk — but the detail is where it gets useful. The teams that get this right treat it as a habit, not a one-off.
Name the real reason. The label a rep logs is rarely the reason a deal actually moved.
Look at the process. Most losses trace back to a missing step, not a missing feature.
Close the loop. Feed every debrief back into how the next deal is run.
We didn't lose on product. We lost on momentum.
Sarah ChenRevenue leader, Win/loss
The takeaway is simple: small, consistent changes compound. Start with one of the points above this week.
