Improving Visibility and Tracking Momentum in B2B Sales After Proposal Submission
One thing I’ve been thinking about in B2B sales workflows: Teams are really strong at tracking signals before a proposal is sent — CRM activity, engagement, intent data, etc. But after the proposal goes out, visibility into real deal momentum seems to drop quite a bit:
CRM stages stay “clean”
engagement becomes fragmented across stakeholders
interpretation of progress becomes more intuition-based again
Curious how others here handle this phase — once a deal moves into internal buyer review and multi-stakeholder evaluation, what signals do you actually rely on to understand momentum? And if you’ve improved visibility into this phase successfully, I’d also be interested in what actually made the difference — a specific process, tool, workflow, or signal you started paying attention to.
