THE GUARANTEE
The diagnostic that names which dimension is killing your win rate, and tells your reps what to do about it Monday morning. Built for sales leaders who own a quota. Backed by a measured guarantee, not a satisfaction promise.
THE WAYS TO WORK TOGETHER
The Diagnostic tells you what's broken. The Diagnostic + Implementation tells your reps what to do about it on the next ten deals in pipeline.
Diagnostic + Implementation
$20,000
For sales leaders who don't just want a diagnosis. They want their reps to know exactly what to do differently on Monday morning. (Backed by the Indecision Reduction Guarantee.)
Two sessions with Wilton: a 60-minute diagnostic interview and a 90-minute deal-level evidence review of your ten most active deals
A 25 to 35 page deliverable with the Trajectory-Weighted Indecision Rate, the metric the guarantee tracks
Four protocol-specific implementation kits, one each for Urgency, Framework, Proof, and Alignment, built against your specific pipeline pattern
The standardized internal pitch kit: CFO summary, IT spec, finance ROI, operations timeline, risk-reduction summary
A deal-level matrix scoring each of your ten active deals, with named interventions per deal
A 60-minute diagnostic debrief and a 60-minute implementation training session
A 30-day check-in to surface protocol-application adjustments
Diagnostic
$7,500
For sales leaders who have a pipeline problem they want diagnosed at depth, before committing to implementation work. The diagnosis. Defensible at the rep-behavior level.
A 60-minute structured interview with Wilton, anchored in specific recent deals you've already pulled up
A 12 to 15 page diagnostic deliverable with deal-level pattern analysis across your last five closed-won and last five closed-lost deals
Four-dimension scorecard with RED, YELLOW, and GREEN flags and the binding-constraint named
Your Indecision Rate, calibrated against your pipeline data
A protocol prescription with named interventions tied to your specific pipeline pattern
A dimension-specific deliverable artifact when relevant. A de-risking framework one-pager when Outcome Confidence flags red. An internal pitch kit when Organizational Readiness flags red.
A 60-minute debrief and protocol-prescription session
Enterprise
$60k and Up
For sales leaders running 50+ reps across more than one team, region, or business unit. The standard Diagnostic + Implementation tier works when one VP can drive the rollout themselves. At scale, the protocols need to land at the manager layer or they don't land at all.
Everything in the Diagnostic + Implementation tier, scaled to the org level
A structured train-the-trainer rollout to your front-line sales managers, so the protocols survive past the implementation kit
A diagnostic refresh at the six-month mark to track which dimensions have moved and which have not
Quarterly Trajectory-Weighted Indecision Rate measurement across the full sales org
Custom dashboard build against your CRM data, so the rate is visible without me in the room
Direct access to Wilton for deal-level diagnostic questions during the engagement window
A scaled Indecision Reduction Guarantee: 50% of fee refunded up to $25,000 if the rate hasn't moved at day 90
THE GUARANTEE
I guarantee results.
The guarantee is structural, not aspirational.
If you engage at the Diagnostic + Implementation tier and your Trajectory-Weighted Indecision Rate has not dropped meaningfully within ninety days of implementation kickoff, ten thousand dollars is refunded. Here is how the math works. Your baseline is computed at implementation kickoff. We pull ninety days of trailing pipeline data from your CRM and compute the average Trajectory-Weighted Indecision Rate across that window. That number is locked. You see it. I see it. It does not move. At day ninety from implementation kickoff, we run the same calculation against the next ninety days of pipeline. The threshold is the greater of two values: a ten percent relative drop from baseline, or a five percentage-point absolute drop. If the new rate has not crossed that threshold, the refund triggers. This two-part formulation matters. For high-baseline pipelines, the relative drop is binding (a baseline of 80% requires reaching 72% or below. For lower-baseline pipelines, the absolute drop floor is bindin) a baseline of 30% requires reaching 25% or below, not 27%. The floor prevents the guarantee from triggering on chance variance when the baseline is already healthy. The Diagnostic tier is diagnosis only and is not eligible for the guarantee. The guarantee tracks whether the protocols actually moved the rate, which requires the implementation work. No subjective assessment. No outcome interpretation. The math is the math.
START HERE FREE
I still got you.
Free Readiness Check
The free Readiness Check is a 14-question self-serve diagnostic. Four minutes. Scored instantly. You'll see which of the four dimensions is killing momentum on the deal you have in mind, what your friction cost looks like, and where to focus first. Most sales leaders take the free check before booking a paid engagement.
YOUR PREP WORK
You are the fuel.
Diagnostic + Implementation tier:
About one to two hours of CRM forensics before our first session: stakeholder counts on specific deals, procurement engagement timing, recommendation outcomes. The prep work is part of what makes the diagnosis defensible. Asking these questions cold produces guesses. Asking them with the data in front of us produces diagnoses.
01
Diagnostic tier:
About thirty to forty-five minutes of CRM recall before our session, covering the ten specific deals we'll discuss. The interview is a discussion of patterns you've already pulled up, not a recall test.
02
Metric 1: Indecision Rate
The percentage of your pipeline stalling on buyer indecision rather than competition. The metric DecisionScope owns. The metric the guarantee tracks.
Metric 2: Stalled-Deal Resurrection Rate
How often deals that disengaged come back into active sales motion after the protocols are applied. The fast-cycle proof.
Metric 3: Forecast accuracy
Whether the deals your reps call "committed" actually close. Indecision is the largest source of forecast slippage at most B2B teams. Reduce it and accuracy moves.
Metric 4: No-decision loss rate
The percentage of lost deals where the buyer chose nothing instead of choosing your competitor. This is the number underneath win rate. Cleaner because it isolates indecision from pricing, ICP fit, and competitor moves.
Compare Options
Tier
Price
Sessions with Wilton
Your prep time
Deliverable
Guarantee?
Free Readiness Check
Free
0 (self-serve)
~4 min
Email scorecard
No
Diagnostic
$7,500
1 interview + 1 debrief
~30–45 min
12–15 page deliverable
No
Diagnostic + Implementation
$20,000
2 sessions + 2 debriefs + 30-day check-in
~1–2 hours
25–35 page deliverable, 4 protocol kits, pitch kit
Yes. $10,000 refund if Trajectory-Weighted Indecision Rate has not dropped by the greater of 10% relative or 5pp absolute at day 90 from implementation kickoff.
Enterprise
Inquire
Custom scope
Custom scope
Custom scope
Custom. Terms negotiated per engagement.
FREQUENTLY ASKED
Can I start with the Diagnostic and upgrade later?
Yes. The Diagnostic fee credits in full toward the Diagnostic + Implementation tier if you upgrade within 60 days of your debrief.
What happens after the engagement ends?
For Diagnostic + Implementation clients, ongoing measurement is available as a monthly retainer. Continuous Indecision Rate tracking against your engagement baseline. Available by conversation after your debrief, not on this page.
Why does the Diagnostic tier require pre-work?
Because some questions can only be answered defensibly with CRM data. Stakeholder counts across specific deals. Procurement engagement timing. Recommendation outcomes. Asking these questions cold produces guesses. The pre-work is what separates a real diagnosis from a gut read.
Why isn't the Diagnostic tier eligible for the guarantee?
The Diagnostic tells you what's broken. The guarantee tracks whether the fix worked. You can't guarantee the fix when you haven't built it. The Diagnostic + Implementation tier includes the protocol prescription work that the guarantee math depends on. The refund amount on a triggered guarantee is $10,000.
What's the Trajectory-Weighted Indecision Rate?
The metric DecisionScope owns. It measures the percentage of your pipeline stalling on buyer indecision rather than competition, weighted by where each deal sits in its movement trajectory. A deal that has been stalled for sixty days at the same stage counts more than one stalled for fifteen. The weighting prevents the rate from being gamed by recent pipeline additions or quick disqualifications. The Simple variant of the rate runs at the Diagnostic tier and is shown for context. The Trajectory-Weighted variant (the one the guarantee tracks) runs at the Diagnostic + Implementation tier and is the sole trigger for the refund.
How is the baseline computed, and when is it locked?
At implementation kickoff, we pull ninety days of trailing pipeline data from your CRM and compute the average Trajectory-Weighted Indecision Rate across that window. That number is your baseline. It is locked at kickoff and shared with you in writing before any protocol work begins. Locking the baseline at kickoff matters for both sides. You know exactly what number we are trying to move. I cannot move the goalposts. The guarantee math becomes a contract, not a vibe.
What does a meaningful drop actually mean?
The greater of: a ten percent relative drop, or a five percentage-point absolute drop. For most engagements, the relative bound is what binds. If your baseline Trajectory-Weighted Indecision Rate is 50%, the threshold is 45% at day 90, a five-point absolute drop, which is also a ten percent relative drop. For lower baselines, the absolute floor protects the math. If your baseline is 30%, a pure ten percent relative drop would only require reaching 27%, a single-deal swing that could happen by chance. The absolute floor of five percentage points means the threshold is 25%, not 27%. For higher baselines, the relative bound stays binding. If your baseline is 80%, the threshold is 72%, not 75%.
What does a meaningful drop actually mean?
The greater of: a ten percent relative drop, or a five percentage-point absolute drop. For most engagements, the relative bound is what binds. If your baseline Trajectory-Weighted Indecision Rate is 50%, the threshold is 45% at day 90, a five-point absolute drop, which is also a ten percent relative drop. For lower baselines, the absolute floor protects the math. If your baseline is 30%, a pure ten percent relative drop would only require reaching 27%, a single-deal swing that could happen by chance. The absolute floor of five percentage points means the threshold is 25%, not 27%. For higher baselines, the relative bound stays binding. If your baseline is 80%, the threshold is 72%, not 75%.
Who is this for?
Sales leaders who own a number. VPs of Sales, Chief Revenue Officers, founders running their own pipeline. The work assumes you have at least 30 deals moving through pipeline at any given time and a CRM you can pull data out of.
Who is this not for?
Sales leaders who want a coaching engagement, a content audit, or a tech-stack recommendation. DecisionScope diagnoses one specific problem, buyer indecision, and prescribes interventions for it. If your problem is something else, this isn't the right tool.
Eligibility. Only the Diagnostic + Implementation tier is eligible. The Diagnostic tier and the free Readiness Check are not eligible.
Baseline metric. The baseline is the average Trajectory-Weighted Indecision Rate computed across the ninety calendar days of CRM pipeline data immediately preceding the implementation kickoff date.
Baseline locking. The baseline number is computed and locked at implementation kickoff. It is shared with the client in writing within five business days of kickoff and does not change for the duration of the guarantee period.
Measurement metric. At day ninety from implementation kickoff, the Trajectory-Weighted Indecision Rate is computed across the ninety calendar days of CRM pipeline data immediately preceding day ninety. The same calculation methodology is used as for the baseline.
Trigger condition. The refund is triggered if the day-ninety measurement has not dropped by the greater of: ten percent relative to the baseline, or five percentage points absolute. Stated as an inequality: refund triggers when (baseline rate − day-90 rate) < max(0.10 × baseline rate, 5 percentage points).
For a baseline of 80%, the threshold for avoiding refund is 72% or below (relative bound is binding). For a baseline of 30%, the threshold is 25% or below (absolute bound is binding). The math automatically applies whichever bound is more demanding for the given baseline.
Refund amount. Ten thousand U.S. dollars ($10,000), representing fifty percent of the standard $20,000 Diagnostic + Implementation engagement fee. If the engagement fee is discounted from standard, the refund amount is fifty percent of the discounted fee paid.
Data source. All baseline and measurement calculations use pipeline data from the client's primary CRM of record (e.g., Salesforce, HubSpot). The client provides DecisionScope read access to the relevant pipeline data for the duration of the guarantee period.
Excluded conditions. The guarantee does not trigger if (a) the client materially changes their CRM data structure or pipeline-stage definitions during the guarantee period in a way that prevents apples-to-apples calculation, (b) the client undergoes a sales-team restructuring of more than fifty percent of the sales headcount during the guarantee period, (c) the client's revenue product, pricing, or ICP changes materially during the guarantee period, or (d) the client does not implement the protocol prescriptions delivered in the implementation kit. Excluded conditions are surfaced and discussed during the diagnostic debrief and reaffirmed at implementation kickoff.
Refund timing. Triggered refunds are processed within fifteen business days of the day-ninety calculation, paid by the same method as the original engagement payment.
Dispute resolution. Calculation disputes are resolved by re-running the calculation against the same CRM data with both parties present. The methodology is fixed; only the data is in question.