Programs

Ongoing research programs.

Each program supports a distinct line of inquiry into the structural and behavioral causes of sales conversation breakdowns.

Methodology · Active

Sales Conversation Analysis Initiative

A long-running program developing standardized methods for the structured review of sales conversations. The initiative produces taxonomies, coding frameworks, and analytical conventions that support reproducible findings across studies.

Current threads

·Conversation segmentation models
·Linguistic markers of disengagement
·Inter-coder reliability protocols

Economic Impact · Active

Revenue Loss Research Program

Quantifying the economic footprint of failed sales conversations across industries, deal sizes, and buyer segments. The program produces annual estimates of preventable revenue loss and underlying cost drivers.

Current threads

·Cross-industry loss benchmarking
·Pipeline decay modeling
·Cost-of-stall accounting frameworks

Behavioral Research · Active

Behavioral Sales Pattern Studies

Investigating recurring behavioral patterns—on both sides of a conversation—that precede the loss of momentum in an opportunity. Studies combine qualitative coding with longitudinal pipeline observation.

Current threads

·Buyer disengagement signaling
·Seller compensatory behaviors
·Stakeholder participation dynamics