// B2B demand systems · Project-Based Manufacturer
Deals are not lost on price — they are lost to silence in week six
Large-project sales run on long cycles, months between first contact and signature. The deals that get lost are usually not lost on price.
- First contact
- Project context captured here
- Visible stage
- Not in a salesperson’s head
- Automatic follow-up
- An opportunity cannot go quiet
Situation
There are months between first contact and signature.
Deals are lost to silence, because nobody followed up on week six.
Approach
The process was digitised: the funnel captures project context at the first touch.
Stages are explicit rather than living in a salesperson’s head.
Follow-up is automated, so a live opportunity cannot go quiet by accident. What was an inbox and a memory became a pipeline with a state.
Result
At this ticket size the return does not come from more leads.
It comes from not losing the ones already in the room.
Technology
Planning something similar?
Let’s pin down scope and timeline together.