In enterprise B2B sales, traditional linear funnels fail to capture the real forces at play. Deals don't simply move from one stage to another—they behave like systems under pressure, pulled toward familiar but fatal patterns. Inspired by complex adaptive systems (CAS) theory, this model reframes your go-to-market (GTM) strategy not as a pipeline but as a living ecosystem shaped by dynamic attractors, emergent behaviors, and critical decision points.
The B2B Enterprise Sales CAS Model introduces four systemic "attractors"—destructive gravitational centers where deals naturally stall and die if left unchecked:
Each attractor is mapped to tactical escape routes, combining behavioral design, stakeholder dynamics, and narrative engineering. These are not linear steps—they are adaptive maneuvers meant to restore movement and regain narrative control.
Rather than rely on qualification criteria or stage-based heuristics alone, this model helps organizations see what’s really happening inside stalled deals—by tracking energy, influence, and information flow. In doing so, it enables sales and revenue teams to coach deals out of entropy and into strategic alignment.
Designed from field insights at Tagna, this model serves as both a diagnostic lens and a recovery framework—to identify failure patterns early and equip teams with intelligent playbooks for rescue. It invites a shift from pipeline inspection to systemic intervention.
This is where strategy meets psychology. Where deals go to die—or transform.
Teoria Geral dos Sistemas: este framework identifica os atratores disfuncionais que “puxam” negociações complexas para caminhos improdutivos — e como escapar deles com táticas específicas.
(Shallow Discovery Swamp)
Tudo começa com uma conversa morna. Falta dor, falta profundidade. Oportunidade nasce frágil e morre sem legado.
🌍 Ocorre em: Leads