The reasons column says budget freeze. The calendar says which week they left.
The week before the board, the deals that slipped go into a spreadsheet, and the reps type in why, and when each one will now close. Eight deals, read two ways. The board will test the reasons column.
Budget freeze
They'll come back to us in January
Where the spreadsheet is right: it costs nothing, and it is already in the board pack. On Halcyon and Oakhurst the reps' dates hold, and Nudge agrees.
The eight deals are a composite. The accounts are invented, the patterns are not. No customer data is on this page.
Eight deals, read two ways, on 1 October.
Rows where the two readings part are marked. A deal Nudge calls Closes has someone on the buyer's side who owes us a step, on a date they named.
| Deal | Rep's date and reason | Nudge |
|---|---|---|
| Halcyon€120,000 · Negotiation | 16 NovSlipped from Q3: legal took longer. | ClosesThe CFO asked for the order form on 22 September. Signature planned for the week of 16 November. |
| Marrow€64,000 · Proposal | 30 NovBudget freeze, back in October. | SlipsThe buyer checked out the week of 7 September: two meetings declined, no new date. |
| Pilcrow€48,000 · Security review | 15 DecWaiting on security. | ClosesSecurity review opened on 15 September with a named sponsor. Review meeting set by them for 2 December. |
| Vantrell€90,000 · Proposal | 20 DecVerbal yes from the VP, paperwork pending. | Never aliveOnly our side has written since 2 September. Nothing has ever been owed by theirs. |
| Oakhurst€72,000 · Negotiation | 31 OctOn track. | ClosesProcurement owes the redlines by 10 October, and delivered the last two on time. |
| Kirbeck€38,000 · Pilot | Q1Low priority for them. They'll come back to us in January. | ClosesQuiet, but the buyer owes the pilot review on 21 October and picked that date themselves. |
| Brackwell€110,000 · Proposal | 15 DecProcurement started. | SlipsThe sponsor left the week of 15 September. The questionnaire that arrived since has nobody behind it. |
| Lowerby€56,000 · Proposal | 30 NovThe champion is driving it. | At riskA dated step on 30 October, owned by a champion who missed his last two. |
What each side is reading.
The difference is who wrote it. The reasons column is typed by the person who lost the deal, after the fact. Nudge reads what the buyer did, and dates it. The reps date €560,000 into Q4, and €240,000 of it has a buyer who owes us a step.
Nudge next to the tools you already have.
Each page puts one approach next to Nudge on the same deal or the same pipeline. Where the other approach is right, the page says so.
The original comparison: a CRM with a model on top, on one deal.
Which of your Q4 deals has a buyer behind it?
In thirty minutes on your own deals, before the board, we show you the week each slipped deal's buyer checked out, and which open deals will really close.