What is Deal Momentum?
Deal momentum captures something a stage cannot: the trajectory. Two deals in the same stage can have opposite futures depending on whether they are speeding up or slowing down.
Because momentum is a trend, it gives the earliest warning of trouble, well before a deal formally stalls or a date slips.
Short answer
Deal momentum is how fast and in what direction a deal is moving, judged from engagement trend, stage advancement, and buyer responsiveness. Rising momentum means the buyer is leaning in; fading momentum, slower replies and stalled stages, predicts a stall before the close date slips. Momentum is a leading signal that beats a static stage snapshot.
Key takeaways
- The pace and direction of a deal's progress.
- Read from engagement trend and stage movement.
- Fading momentum predicts a stall early.
- A leading signal that a static stage cannot provide.
Why it matters
A stage tells you where a deal is; momentum tells you where it is going. Acting on fading momentum early, while re-engagement is easy, prevents stalls that a stage snapshot would only reveal too late.
How Ardovo handles it
Ardovo scores deal momentum from live engagement and stage movement, so Rook can flag deals losing steam before they stall and highlight the ones accelerating toward a close.
Frequently asked questions
What is deal momentum?
It is the pace and direction of a deal's progress, judged from engagement trend, stage movement, and buyer responsiveness. Rising momentum signals a healthy deal; fading momentum warns of a stall before the close date slips.
How is momentum different from stage?
Stage is a static snapshot of where a deal is. Momentum is the trajectory: whether the deal is speeding up or slowing down. Two deals in the same stage can have very different momentum and very different odds.
How do I use deal momentum?
Watch for fading momentum, such as slowing replies or a stage that has not advanced, and re-engage early while it is still easy. Momentum gives you the earliest actionable warning of a stall.