Revenue Velocity Calculator
Between 40% and 60% of qualified B2B deals end with no decision (Dixon and McKenna, The JOLT Effect). Put in five numbers you already know and see what that costs your firm each year, and what a small, stated improvement would release.
Step 1 of 3
What sector do you work in?
This sets a sourced starting point for your sales cycle and win rate. You can change every number in the next step.
Step 2 of 3
Your numbers
Replace each starting figure with your own. The note under each one says where it comes from.
Starting figure: £25,000, the midpoint of £11,500 to £38,500 for an initial consulting engagement (Consulting Success, 2025).
Starting figure: 12, an example of one a month. This is an assumption: put in your own.
Starting figure: 20%, the midpoint of 15% to 25% for B2B services deals of £10,000 to £50,000 (Count.co, win rate by deal size).
Starting figure: 103 days, the B2B consulting average (Focus Digital, average sales cycle length by industry, 2025).
Starting figure: 40%, the low end of the 40% to 60% of qualified B2B deals that end with no decision (Dixon and McKenna, The JOLT Effect, from 2.5 million sales conversations).
Your result
Revenue that ends with no decision each year
£0
Won work waiting in your pipeline
What a small improvement would release
Both improvement figures start at 10%. They are our assumptions, chosen to be small, and no study is behind them. Change them to whatever you think is realistic for your firm.
These figures come from your own numbers and the assumptions below. They make no forecast and no promise.
Your assumptions
How this is worked out
- Qualified deals a year = deals you win a year divided by your win rate.
- Deals ending with no decision = qualified deals a year multiplied by your no-decision share.
- Revenue that ends with no decision = those deals multiplied by your average deal value.
- Won work waiting = the revenue you win a year multiplied by your sales cycle in days, divided by 365.
- Released a year = no-decision deals, multiplied by the share that reach a decision, multiplied by your win rate, multiplied by your average deal value. Deals that reach a decision are counted at your current win rate, so most are still assumed lost.
- Brought forward, once = won work waiting multiplied by how much shorter the cycle gets.
Three things to do this week
- Count your stalled deals. List every qualified deal from the last 12 months that went quiet or ended with no decision, and the stage it stopped at. Check the number against the 40% you used here.
- Ask the three largest one question. For the three biggest stalled deals, ask your contact what they would need to see to make a decision either way.
- Answer the doubt in writing. For each of those three, write down the doubt the buyer raised and send a one-page answer your contact can forward to the rest of their committee.
What Epiphany Content does about it
Epiphany Content is a sales velocity partner for B2B firms. We work through the VELO™ method: Visibility, Evidence, Library and Outcomes. Outcomes is where the numbers in this calculator live. We track deal value, win rate, sales cycle length and stalled deals recovered, so you can see whether the evidence we build with you is moving them.
Your full breakdown
| Share reaching a decision | Extra deals won a year | Released a year |
|---|
| Shorter by | Days saved | Won work brought forward, once |
|---|
Worked from your numbers and the method above. Deals that reach a decision are counted at your current win rate.
Talk these numbers through with us
The Explore call is free and takes 30 minutes.
This calculator works only from the numbers you enter and the assumptions shown. It is a model for thinking about your pipeline and makes no forecast. Epiphany Content makes no guarantee of any outcome.