Adaptive Scoring™

Every deal, scored the same way. Then it learns how you win.

Most scoring tools apply somebody else's rules to your pipeline and never change. Adaptive Scoring starts with 25 years of enterprise selling, shows its work on every deal, and re-weights itself around the deals your team actually closes.

Try it for free No credit card. No CRM required.
Northwind Logistics
$185,000 · Demo / Validation · 52 days in stage
HIGH8.1
Economic buyerNot identified
22%
10
Stage velocity52d in stage vs 30d baseline
18%
8
Activity recency11d since last touch
17%
6
Next stepsWe chase them
13%
10
Tech winNot yet confirmed
12%
10
Compelling eventFiscal year budget
9%
3
Contact seniorityIT Operations Manager
9%
7
Risk score, 0 healthy to 10 worst8.1

The score

Seven factors. One number you can argue with.

Zero is healthy, ten is worst. Every factor carries its own weight and its own reason, so nobody has to take the number on faith. Here is Northwind, line by line.

FactorWeightRawContributionWhat the engine saw
Economic buyer22%102.20No economic buyer on the buying committee
Stage velocity18%81.4452 days in Demo / Validation against a 30 day baseline for a deal this size
Activity recency17%61.0211 days since the last touch
Next steps13%101.30Every next step is initiated by us, never by them
Tech win12%101.20Past Discovery with no signal that we are the technical fit
Compelling event9%30.27Fiscal year budget. Real, but a date is not a mandate
Contact seniority9%70.63Highest contact is an IT Operations Manager
Risk score100%8.06 → 8.1High risk
Nothing here is a mood. The weights total 100 percent, the contributions total 8.06, and the engine rounds that to 8.1. Change one input and you can watch exactly which line moved. A manager can challenge a weight. Nobody can challenge the arithmetic.

Red flag patterns

A dying deal says so out loud.

The engine carries the patterns that have killed deals for 25 years, and the response to each one. Four of them are firing on Northwind right now.

No economic buyer

Law: no champion, no deal

Nobody who can sign is on the deal. An IT Operations Manager can recommend, and can be overruled by someone you have never met. This is the single heaviest factor in the engine at 22 percent, because it is the one that most often turns a Commit into a slip.

The moveAsk your contact who signs and what their approval threshold is. If the answer is vague, you are not close. Trade an executive briefing for the introduction.

Stalled against its own baseline

Law: old opportunities rot

52 days in Demo / Validation on a $185,000 deal, against a 30 day baseline for that size and stage. The baseline is not a guess. It comes from the size bracket and the technical complexity of what you are selling.

The moveName the stall to the buyer. "We demoed six weeks ago and nothing has moved. What changed on your side?" A deal that cannot answer that is not a deal.

You are the only one pushing

Law: no urgency, no deal

Every next step on this deal was set by the seller. When the buyer never initiates, you are being managed, not bought from. It is the clearest tell in the whole engine and reps talk themselves out of it constantly.

The moveStop proposing the next meeting. Ask them to. Silence is information, and it costs you nothing to find out now instead of at the end of the quarter.

No technical win

Law: unquantified value gets discounted

Past Discovery, into Demo, and no signal that the buyer thinks you are the right fit. The engine does not penalize this in early stages because it would be unfair. From Solution Alignment onward it counts, at 12 percent.

The moveAsk the question directly. "Assuming we get commercials right, are we your technical choice?" If they will not say yes, you may be the stalking horse.

How the model learns

Adaptive Scoring keeps score of itself.

A static scorecard is the same on day 700 as it was on day 1. This one watches what a deal did next, and what your team did about it.

30 days ago
4.0
Mid risk
→
Today
8.1
High risk, up 4.1
  • ▲
    Moved into Demo and stalled. 22 days in Discovery was inside baseline. 52 days in Demo is not.
  • ▲
    The buyer stopped driving. Next steps went from mutual to seller led, which alone added 0.91 to the score.
  • ▲
    Contact went quiet. 2 days since last touch became 11.
  • ▲
    Tech win came due. Exempt in Discovery, expected from Demo onward, and still unconfirmed.
This is the part a spreadsheet cannot do. The rep did not report that the deal got worse. Nobody had to remember what it looked like a month ago. The model did.
1
Reads the whole deal
Pipeline, activity, next steps, who is on the calls, and how every deal ended. No extra logging from your reps.
2
Learns what your winners do
Which signals actually predicted a close in your business, and which ones your team keeps mistaking for progress.
3
Re-weights the factors
The seven weights are not fixed. If economic buyer access is what decides your deals, it earns more of the score. If your market runs on compelling events, that factor grows instead.
↻
Feeds the outcome back in
Every close, won or lost, returns to step one. The model scoring your pipeline next year will have read every deal you closed this year.

Self-coaching

Coach yourself between the one-on-ones.

An account executive gets an hour a week with their manager, if that. Adaptive Scoring runs on every deal, every day, so a rep can coach themselves the other 39 hours instead of waiting for a calendar slot.

Focus TodayEvery morning
1
Northwind Logistics, $185,000
Get to the signer or stop forecasting it. 52 days in Demo with no economic buyer.
2
Calder Health, $92,000
They asked for pricing 9 days ago and you have not answered the discount question.
3
Pentland Group, $240,000
Close date is inside 14 days and legal has not seen the paper.
The Mirror™On demand

The harsh truth you need to hear about your bad habits. What you sound like to the buyer, not what you meant.

You said"Just following up to see if you had any thoughts on the proposal."
They heard"I need something from you." You gave them nothing to react to, so they did not react. Lead with a reason to reply that is worth their time.
Ask the HedgeAnytime
Which of my deals are single threaded?Four of your nine active deals have exactly one contact. Northwind is the largest at $185,000 and the oldest at 52 days in stage.
What should I do about Northwind?Trade something for the introduction. An executive briefing on their fiscal year plan gives your contact a reason to bring their boss, instead of asking them for a favor.

Score your pipeline before your next forecast call.

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