Deal Intelligence
Learn from the deals you already have.
Deal intelligence means systematically looking at won, lost and stalled deals to understand how your GTM actually works.
Not how the CRM says it works.
Not how the funnel is supposed to work.
How deals really happen.
The questions I care about
Why did this customer choose you?
Why did another one stall?
What created trust?
Who actually influenced the decision?
Which accounts turned out to be a great fit?
Which GTM motion opened the door?
Where did founder involvement change the outcome?
What looked productive but created little commercial value?
What happened repeatedly across several good deals?
Those patterns are usually more useful than another generic GTM benchmark.
From real deals to a better GTM system
The process is simple:
Real deals → patterns → decisions → playbook → handoff
We use what already happened to decide:
what to scale
what to fix
what to stop
what still needs founder judgment
what the team can take over
Deal intelligence is not a separate product.
It is one of the main inputs into my 30-Day GTM Sprint.
Why this matters in complex B2B
With long sales cycles and relatively few deals, traditional funnel metrics can tell only part of the story.
One customer may be worth more than dozens of low-quality leads.
One trusted partner may influence several deals.
One stakeholder you ignored may block an account for months.
You need to understand the deals, not only count them.