Is the deal stalled—or is it lost?

Why this matters

A deal can stop moving for many reasons. The buyer may be waiting for internal approval, dealing with another priority, or no longer interested.

Calling every quiet deal “lost” is premature. Keeping every quiet deal “active” makes your pipeline unreliable.

Start with what you know

Read the latest conversation. Did the buyer explicitly postpone the project? Did they give a new timeline? Have you fulfilled the last commitment you made?

Do not infer a decision solely from silence.

Choose a useful status

A deal may still be active if there is a clear next step and a credible timeline. If the buyer has paused the project, record that and set a future action where appropriate. If they have chosen another option or confirmed they will not proceed, close it as lost.

If you do not know, record the uncertainty and decide whether one more specific question would help.

Protect the forecast

A stalled opportunity with an outdated close date can make a near-term forecast look stronger than it is. Update the timing and stage to reflect the best information you have.

RevenueRobotics surfaces at-risk deals so you can review them, decide on an appropriate action, and keep your pipeline current.

*CTA: Learn how deal prioritization works.