Failure Library
Search the problem in the words you would use internally.
Each note names the likely mechanism, the evidence to check and the decision that changes if the evidence is missing.
01Stuck deal→02Business case→03Authority→04CRM→05Pipeline→06Lead quality→
Client ghosted after the proposal: what actually changed?
A proposal does not create a decision. Check whether buyer ownership disappeared before sending another follow-up.
The price objection may not be about price
If the buyer cannot defend the cost of doing nothing, discounting usually weakens the deal rather than fixing it.
You cannot reach the decision-maker. Is the deal still real?
Separate a useful contact from actual purchase authority before forecasting the opportunity.
Your CRM can be configured perfectly and still be useless
If two managers stage the same deal differently, software is recording ambiguity rather than controlling it.
Pipeline is full. Why does the target still miss?
A full CRM can hide unsupported deals if stage movement follows seller activity rather than buyer action.
Are the leads bad, or are good leads being wasted?
Separate source quality from qualification and sales execution before spending more on demand.