In a recent LinkedIn post, Ashleigh Early discusses a critical challenge in sales: preventing deals from slipping away, particularly as the year-end approaches. Early emphasizes that the signs of a faltering deal are often present long before it’s officially lost, but current systems may fail to surface this risk effectively.
The Hidden Patterns in Lost Deals
Ashleigh Early highlights a recurring pattern observed in lost deals. “The risk was there. Response time slowed. Next steps stalled. The champion got quieter,” Early writes, pointing out that these indicators are often dismissed as “reasonable/excusable” until the deal is irrevocably slipping.
“But it was all reasonable/excusable….until the deal was already slipping.”
According to Early, the issue isn’t necessarily a lack of attention from the sales team, but rather a systemic failure. “The team wasn’t ignoring it. The system just didn’t surface it early enough to act,” she explains. This suggests a need for tools that move beyond reactive analysis and provide proactive support.
The Case for Proactive Sales Intelligence
Early champions solutions like BackEngine for their ability to identify and address risks while deals are still active. She contrasts this with more traditional systems that operate as a “rearview mirror,” focusing on post-mortems rather than real-time decision support.
“Most systems work like a rearview mirror. They’re built to analyze, not support decisions in the moment.”
The core of Early’s argument is that the true cost of a lost deal is not just the final disappearance, but the preceding period where the warning signs were missed. “The damage isn’t when a deal disappears. It’s in the two weeks before that, when no one noticed,” she states.
Focusing on the Right Signals
To combat this, Early suggests that effective sales management requires focusing on the “right things” at the “right time.” This involves moving beyond simply monitoring every aspect of a deal to identifying and acting upon the most crucial indicators of potential slippage.
“Fixing that doesn’t mean watching everything. It means watching the 𝙧𝙞𝙜𝙝𝙩 𝙩𝙝𝙞𝙣𝙜𝙨. At the right time.”
While Early touches on a lighthearted analogy from the Colorado Avalanche to illustrate the importance of attention-grabbing actions when things seem to be sliding, her underlying message is serious. She prompts readers to consider what indicators they are tracking to ensure their year-end deals remain on course.
📝 About This Content
This article is based on insights shared by Ashleigh Early on LinkedIn.
📅 Originally posted on December 9, 2025 | View original post on LinkedIn →