# Deals and forecasting

Deal risk, next steps, coaching scorecards and forecasts, built from what buyers said on calls and in email.

A note in italics after an item says when it's off by default, or needs your own account with another service. Every area: the [product overview](https://www.closefinch.com/product).

## Deal intelligence and coaching

- Deal-risk flags: going cold relative to the expected pace for the stage, champion gone quiet, inactive contact, job-change risk, unanswered prospect email, ghosting, stalled next steps, missing decision maker, weak urgency.
- Configurable risk thresholds per stage; a flag clears itself when the buyer replies.
- Stalled-deal recovery: find deals with no activity in N days and draft a recovery note from the last call and business logic.
- Infer and move deal stage from conversation signals (confirmed next steps, urgency, silence, exit criteria) under user-defined rules.
- Record suggestions (a contact who keeps appearing isn't on the deal; a new lead matches an existing contact).
- Methodology scoring: MEDDPICC evaluation per deal with a dedicated reasoning pass; 3 WHYs; methodology field autopilot.
- Single-threading audit: missing roles, dormant champions, weak executive access, owner concentration.
- One next step per deal, learned from what won deals did at the same stage.
- Close plan and mutual action plan generation.
- Value selling: business value assessment, value hypotheses and value pyramids.
- Call coaching scorecards by stage (discovery, objection handling, next steps), AI coaching score, team performance and competency reviews.
- AI roleplay practice for reps, in chat.
- Win/loss analysis and deal diagnosis explaining why deals slip.
- Auto-created Slack deal rooms and account rooms that route key moments, risks and updates to sales, CS and leadership.
- Pipeline-review agent on a schedule per AE, and the same review on request in chat.
- Sales-play recommendations and enablement-content curation.

## Forecasting

- Forecast roll-ups with manager overrides.
- Evidence-based commit test. Each commit must meet six conditions in the buyer's own words: confirmed intent, engaged economic buyer, agreed price and scope, dated close plan, procurement or legal started, close date in period. Produces two independent numbers (category roll-up with slippage haircut; stage-weighted from own win rates), conservative/expected/optimistic, flags dates pushed twice, and tracks accuracy against actuals.
- Forecast submissions (rep and manager roll-up calls), pipeline snapshots and deal change history.
- Scenario forecasting from micro and macro trends.
- AI forecast rebuilt from call and deal evidence.
- Weekly pipeline digest per AE posted before stand-up, plus CRO and executive briefs.
- Pipeline coverage, slipped deals, stage velocity, win rates, and ARR split into new business and expansion.
- Territory management and assignment by vertical and geography.
- Quota setting and capacity planning.