Reference table
Ways to find out why selected deals stall
CRM data, rep debriefs, win/loss services and Koji, compared for approval-gate research
A table comparing four ways to learn why B2B deals stall after the buyer has chosen a vendor: CRM stage data, a rep debrief with the champion, a win/loss interview service and Koji. It compares whose view you hear, whether you reach the security, legal, procurement and finance reviewers, time to results, depth, scale and analysis effort. Useful for RevOps and enablement leads choosing how to run approval-gate research.
Where this appears
What's in this reference table
| CRM stage data | Rep debrief | Win/loss service | Koji | |
|---|---|---|---|---|
| Whose view | The rep's | The champion's, through the rep | Buyer's, through a consultant | Champions and reviewers, in their own words |
| Reaches the reviewers | No | Rarely | Sometimes, if they agree to a call | Yes, by link, at a time that suits them |
| Time to results | Instant, little signal | Days, a few deals | Weeks per programme | About two weeks per round |
| Depth | A stage and a date | Depends on the rep | Deep, 25 to 30 minute calls | Follow-up questions on every answer |
| Scale | Every deal | A handful | Priced per interview | Dozens of short interviews at once |
| Analysis effort | Reports you build | Notes to read | Consultant writes it up | Themes with supporting quotes |
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<a href="https://www.koji.so/visuals/approval-gate-research-methods-compared"><img src="https://www.koji.so/visuals/approval-gate-research-methods-compared/approval-gate-research-methods-compared.png" alt="Table comparing CRM stage data, rep debriefs, win/loss interview services and Koji for finding out why selected deals stall in review." width="1200" height="849" /></a>
<p>Source: <a href="https://www.koji.so/visuals/approval-gate-research-methods-compared">Ways to find out why selected deals stall</a>, Koji</p>
