Business problem
A deal with few substantive replies needs a different response from an engaged buyer who cannot choose an option. DealPack scores engagement, meetings, deal size, and close-date changes so the seller can see which inputs lowered the estimate and investigate the reason.
My role
I built the deal-scoring model and the review guidance for interpreting replies, meetings, deal size, and date changes, including how to investigate buyer indecision.
What I built
Check the score inputs
Review substantive replies, meetings, buyer participation, deal size, and date pushes. Confirm missing activity links before treating them as buyer silence.
Confirm what is blocking the purchase
Ask whether the project is still active, who must approve it, and what the buyer needs to decide. A low score alone cannot distinguish missing budget from difficulty choosing.
Agree on the next step
Choose the action that addresses the confirmed issue: involve a budget owner, validate a product requirement, recommend an option, or close a process that has ended. Record the buyer response at the next review.
Key design decisions
Use the score as an estimate
The model adjusts a historical cohort win rate using deal inputs. Test saved scores against later wins and losses before treating them as exact probabilities.
Address buyer indecision
When the buyer confirms difficulty choosing, use the JOLT-inspired approach to recommend an option, reduce unnecessary choices, and agree on a manageable next step.
Check what changed for the buyer
A new meeting can raise the score without resolving the purchase. Record the decision, commitment, or blocker the meeting actually changed.
How to use it
Bring the deal's score inputs and latest buyer commitment to the review. Identify which fact needs clarification and use the next conversation to resolve it. Agree on one action, its owner, and a review date. Then update the score, stage, close date, or closure reason from the buyer's response.
Related playbooks
Score inputs, buyer indecision, and validation against wins and losses.