Identify deals that have been pushed back repeatedly — classic phantom deals that are unlikely to close.
Deals that have had their close date pushed multiple times are a classic sign of pipeline inflation. These deals rarely close and create a false sense of forecast accuracy.
Clari tracks every close date change automatically. This guide shows you how to find these deals and decide whether to fight for them or close them as lost.
Produce a leadership-ready revenue intelligence report combining pipeline, forecast, win rates, and deal health — replacing manual Excel reports.
Ensure your team has enough pipeline to hit quarterly targets — and take action if coverage is insufficient.
Surface gaps between what reps commit and what Clari's AI predicts — and coach reps on the underlying issues.
In My Pipeline, click the Filter icon.
Set Close Date Pushed = 2 or more times.
Review the filtered list. These deals have been pushed back repeatedly and are classic at-risk deals that may never close.
For each deal, decide: Is this deal genuinely progressing? If yes, schedule a concrete next step this week.
If the customer is unresponsive, close it as lost in Salesforce and remove it from your pipeline to keep your forecast accurate.
You filter your pipeline and find three deals with 2 or more close date pushes: 1. [Target Company A] – $[value]K deal, pushed 2 times. Last contact was [value] weeks ago. Customer has not responded to follow-up emails. → **Action**: Close as lost in Salesforce. This deal is stalled and inflating your forecast. 2. [Target Company B] – $[value]K deal, pushed 2 times due to internal budget approval delays. You spoke with [Contact Name] recently and they confirmed the deal is moving forward. → **Action**: Schedule a concrete next step this week to confirm progress. 3. [Target Company C] – $[value]K deal, pushed 2 times. Champion left the company and you have not established a new contact. → **Action**: Close as lost. Without a champion, this deal has no momentum.
Use Clari analytics to see which lead sources produce your highest conversion rates — and focus your time accordingly.
Identify deals where only one contact at the customer company is engaged — a high-risk situation that needs immediate attention.