Flowchart
When to interview the reviewer on a stalled deal
A check to run in every pipeline review for deals stuck after selection
A flowchart for revenue teams with a selected deal that has slipped: confirm the buyer formally picked you, find which approval gate holds it, wait until it has sat there three weeks, then interview the reviewer or a reviewer in the same role at a customer you already won. Use it in pipeline reviews to decide who to talk to. Koji runs these as short AI interviews by voice or text.
Where this appears
What's in this flowchart
Start: A selected deal slipped its close date
- Did the buyer formally pick you?
- Yes: go to 2.
- No: Run a no-decision interview. It stalled before selection, so the cause is different.
- Ask the champion which gate holds it. Security, legal, procurement or finance, and the date it went in.
- Has it sat in that gate for 3 weeks or more?
- Yes: go to 4.
- Not yet: go back to 2.
- Will the champion introduce the reviewer?
- Yes: go to 5.
- No: Interview a reviewer at a won customer. Same role, same gate, already through your review. Then go to 5.
- Invite the reviewer to a 15-minute interview. Research only: no pitch, no price, no documents asked for.
- Finish: Add what you learn to the gate kit.
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
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<a href="https://www.koji.so/visuals/stalled-deal-approval-gate-interview-flowchart"><img src="https://www.koji.so/visuals/stalled-deal-approval-gate-interview-flowchart/stalled-deal-approval-gate-interview-flowchart.png" alt="Flowchart for a slipped deal: confirm the buyer picked you, find the gate, wait three weeks, then interview the reviewer or one at a won customer." width="1200" height="1626" /></a>
<p>Source: <a href="https://www.koji.so/visuals/stalled-deal-approval-gate-interview-flowchart">When to interview the reviewer on a stalled deal</a>, Koji</p>
