Episode 7: The Reality of Deal Drift
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Episode 7: The Reality of Deal Drift
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In Episode 7 of Deals, Discipline & Direction with Denny, James Denny focuses on one of the most common and least recognised risks in sales: deal drift.
These are the opportunities that appear active, sit comfortably in the pipeline and are often forecast with confidence, yet make no meaningful progress. Over time, they distort forecasts, inflate pipelines and absorb valuable time without moving closer to a decision.
This episode explores what real deal control looks like beyond activity, breaking down the key elements that determine whether a deal is moving forward or quietly losing momentum. James examines common points of misalignment around need, stakeholders, commercial reality, buying process and urgency, along with the role of evidential gates and structured deal reviews.
Episode 7 brings the focus back to control, clarity and discipline at deal level, and how sales leaders can identify and prevent drift before it impacts performance.