Our revenue growth is stuck. What’s actually going on?

DIAGNOSIS, IN SHORT

When revenue growth stalls despite steady effort, the problem is rarely effort itself.

It’s usually a break somewhere in how sales decisions are made - across the narrative, the funnel, or the decision process.

The business isn’t failing. But growth has slowed despite increased effort.

You’re still generating leads, running demos and discoveries, sending proposals and following up. Yet month after month, revenue doesn’t move the way it should.

Most teams describe this as “We should be growing faster than this.” That feeling is accurate, but the usual explanations are often wrong.

The common misdiagnoses

When revenue stalls, teams typically blame:

•the market

•lead quality

•pricing

•salespeople

•motivation

Then they respond by:

•adding more leads

•hiring more reps

•pushing harder on activity

•tweaking comp plans

These actions increase effort, but rarely restore growth.

What’s actually happening

In most B2B tech firms that encounter this, growth stalls because sales motion breaks at one or more invisible points.

Not everywhere, but often enough to choke throughput.

Typical breakpoints include:

•deals moving without real decision ownership

•pipeline looking full with low-conversion opportunities

•qualification optimizing for speed instead of clarity

•founder knowledge not transferring to the team

Why growth feels “mysteriously” stuck

Sales systems fail quietly. Deals don’t say “no.” They stall. They go silent.

Over time, the organization normalizes this:

•longer sales cycles

•lower win rates

•perpetual “next quarter” optimism

By the time leadership notices, the system is already compensating for the break, which makes it harder to see.

What to examine first

Before changing strategy, people, or spend, examine:

•Where deals lose momentum

•Which stages show the biggest drop-off

•Whether decisions are actually being taken deliberately or run on autopilot

•What information buyers are missing when they hesitate

Until you identify where your sales motion breaks, every fix is guesswork.

Why this matters

Revenue growth resumes not when you try harder, but when you fix the specific point where deal progress stops. This is the kind of funnel break we diagnose before recommending any changes.