In most companies the stalled deals outnumber the new opportunities, and they are cheaper to work.
A deal that went quiet is not the same as a deal that was lost. Lost means somebody decided. Quiet usually means the champion left, the budget cycle had not turned over yet, or a rep stopped following up because the pipeline review was on Friday and this one was not going to close that week.
Those reasons expire. The champion who left has a replacement. The budget cycle turns over. The competitor they chose instead has since raised prices or been acquired. None of that shows up in the CRM on its own, because nothing in the CRM changes when the outside world does.
We go through the closed-lost and stalled records with the reason codes, the last real contact, and what has changed since. A deal lost on price two years ago is a different proposition to a deal lost on a feature that shipped last quarter.
The output is a worked list, not a report telling you to try harder. Usually the first engagement pays for itself out of deals you already paid to create, which is the cheapest revenue available to most companies.
It regularly means we sell less data than the client came to buy. We would rather be right about where the revenue is than be right about what we happened to be selling that month.
The data you are buying, the campaigns going out, what your reps are doing and what the CRM says happened to all of it. You get the findings in writing and you keep them whether or not you work with us. There is a quote at the end and no obligation to take it. We would rather tell you your current setup is fine than sell you something on top of it.