Pipeline planWhich stage of the buyer journey is costing you deals?
Rate how consistently you show up for target accounts at each of the six stages of the enterprise buyer journey, from trigger to adoption. The scorecard returns a score out of 18, your weakest stage, the first move to make, the metric to report at each stage and a 30-day test to confirm the gap. We email a written copy.
Last updated
How it works
Six questions
One per stage: trigger, self-education, shortlist, evaluation and consensus, decision, and adoption and expansion.
Scored 0 to 3
From nothing specific, through occasional activity with no owner and planned but unmeasured, to planned, owned and measured every month. The maximum is 18.
Weakest stage first
The lowest score is your starting point. Ties go to the earlier stage, because earlier gaps cost you accounts before you can win them.
Plan and email
You see your score, leave your work email, and the full result appears on the page. We also email a written copy within one business day.
What are the six stages of the enterprise B2B buyer journey?
Trigger, self-education, shortlist, evaluation and consensus, decision, and adoption and expansion. The stages are not strictly sequential: evaluation can send a group back to self-education, and a happy customer feeds the next shortlist.
How is the score calculated?
Each stage is scored from 0 to 3 based on how consistently you show up there, for a maximum of 18. The lowest-scoring stage is your weakest, and ties go to the earlier stage.
Is this a benchmark against other companies?
No. It is a structured self-assessment, not a comparison with other companies. Use the 30-day test of auditing your last five closed deals backwards to confirm the gap with your own data.
What happens to my answers?
We use them to build your result and to reply to you. The result appears on this page and we email you a written copy within one business day. There is no mailing list and nothing is shared.
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