Manage momentum. Win more deals.
The Problem - Why Deals Stall
Qualification frameworks tell you if you can win.
Momentum Management tells you how to win
Most sales methodologies stop at qualification. They measure what's in the deal - not how it's moving.
Momentum Management brings visibility to the hidden variable behind every closed-won or closed-lost: deal velocity
A discipline built on energy, alignment, and motion.
Momentum Management is the practice of creating, sustaining, and recovering deal movement. It's not about following a script - it's about managing kinetics inside your pipeline.
Core Principles:
- Energy: Create urgency through insight, POVs, and discovery.
- Alignment: Rally champions and decision-makers around a shared motion.
- Recovery: Recognize and reignite stalled momentume with tested plays
The Six Motions that Power Momentum
Spark
Purpose: Create Energy
Example Play: POV Drop, Challenger Discovery
Test
Purpose: Prove Value
Example Play: Pilot Fast Track, Sandbox Challenge
Rally
Purpose: Build alignment
Example Play: Champion Builder, Stakeholder Jam
Influence
Purpose: Shape decisions
Example Play: Value Reframe, Exec relay
Kick Forward
Purpose: Regain motion
Example Play: Ghostbuster email, Legal Bypass
Execute
Purpose: Drive to close
Example Play: Mutual Action Plan, Win Room
Bring rhythm to every stage of the deal.
Strike operationalizes momentum through a rhythm of planning and reflection:
- Before every call: Diagnose deal energy and set a momentum goal.
- During the call: Run the STRIKE play to move the deal forward
- Afterward: Record shifts in energy, risk, and next steps.
Momentum is the new metrics.
Deals don't just die - they lose motion.
Momentum Management gives GTM teams a new performance lens: measuring movement, not maintenance. Teams that master it see faster cycles, higher win rates, and better predictability.