Deals don’t die at stages. They die at unanswered buyer questions.
Every complex B2B purchase moves through the same sequence of internal commitments. Cosa tracks them as the 7 Decision Gates — and that is how a 4–6 month cycle collapses into 2–3 calls.
Stage-based pipelines measure the seller, not the buyer.
A deal sits in “Proposal” because the seller sent a proposal — not because the buyer decided anything. Late-stage CRM data is self-reported by the rep, and nobody audits it. The forecast says 70%. The buyer’s head says “maybe, eventually.”
The thing that actually predicts revenue is the buyer’s decision-making process: a fixed sequence of buy-ins a buyer gives, in order, before a deal closes. Each gate answers one question in the buyer’s head. Until that question is answered, no amount of seller activity moves the deal.
This model was built from patterns across 170+ B2B sales processes — and it is checked against the words buyers actually said, not against a rep’s gut feel.
Seven questions in the buyer’s head. In order.
Per stakeholder, not per deal.
Gates are tracked per person. Your champion can be at G5 while the CFO has never passed G0 — and that exact mismatch is why “sure” deals slip. Cosa maps every stakeholder’s gate state from what they actually said, and flags the gap that blocks deal-level progress.
Every gate state carries provenance: FOUND when the buyer said it (traced to the line in the transcript), ASSUMED when it is inference that still needs validation on the next call. The pipeline review stops being an opinion exchange.
A validated offer in ~2 calls.
Not by talking faster. By making every call answer the maximum number of open gates — and arriving at each one already knowing what is open.
Who is in the room, which gates are likely open, the probable objections at each — and the questions that close them. The first conversation starts where cold discovery usually ends.
G0–G2 confirmed in the buyer’s own words: priority, problem, thesis. Cosa extracts the evidence live from the conversation and shows what was confirmed vs. assumed.
Champion kit for the internal sell, value defense for finance, mechanism proof for the skeptic — each built from what this buyer said, each claim source-tagged.
G3–G6 worked with the right people in the room: mechanism shown, resources planned, scope confirmed, and an offer the buyer can defend internally — because every number in it is auditable.
HASE + CO ran high-consideration deals on this rhythm: a 4–5 month cycle produced 2 closed-won deals within 6 weeks, at an average transaction value of EUR 850K.
See your own deal mapped against the gates.
Bring one real deal to a 30-minute call. We run it through Cosa live — you leave with the gate map either way.