Matt Porter, Week 29 (14 to 20 Jul), 12 live-deal calls
Data to Sunday 20 Jul, 11pm. Review Monday 21 Jul. Anything after the Sunday sync reads next week.
01Total numbersthe score, moved only by everything below it
$216k
closed, of $300k quota
gap to close $84,000
$38k won this week
22%
close rate
n = 6 won / 27 closed
was 21% last week
$18.5k
average deal
n = 12 deals won
was $19.2k
$268k
forecast for the month
closed plus weighted open pipe, vs $300k quota
$32k short at current pace
34 d
average days to close
n = 12 won deals, first call to signed
was 38 d
$216,000 booked$300,000 quota
02Leversthree things that move the totals, in plain terms
1. Do next steps actually happen?
Deals only close when the buyer moves. Follow the week's 12 calls down:
12 live-deal calls
9 ended with a next step written on the deal up from 69% last week
5 of those the buyer confirmed: replied, or the meeting happened
The drop from 9 to 5 is the problem: 4 next steps are written but the buyer never confirmed (they are priority 2 below), and 1 is still inside its 7-day window. Last week's late one landed: W28 finished at 52% confirmed after first reading 44%, so let the young ones mature before arguing with them.
2. Is there enough pipeline behind the quota?
$218k open, $252k is healthy
$84k still to close on quota. The rule of thumb is three dollars of pipeline per dollar to close, which means $252k. Currently at 2.6x, down from 2.9x last week: every open deal has to work harder.
3. Where are losses actually coming from?
10 of 21 lost deals just went quiet
This quarter, not this week. Ghosting and timing fades, not lost to competitors. This is the recoverable leak, and it shrinks when buyers confirm next steps in the room (lever 1). Down from 50% last quarter-to-date read.
03Behavioursfully in his control, these drive the levers
7 / 12
next step booked in the room
dated, in the calendar, before the call ends
was 6 of 12
3 / 5
price band given when asked
deflected on 2 of 5
was 1 of 4
5 / 6
first contact same day
standard: same day
was 6 of 6
18 min
recap after the call
standard: 15 min, n = 11
was 22 min
26 h
reply to buyers, median
standard: same day, 9 of 14 answered
was 31 h
5 / 6
promised, delivered on time
n = 6 matured promises
was 4 of 6
1 flaggedmanufactured urgency, any occurrence is flagged
"So if we get you signed today I can lock the July rate before it moves."
Deal #4821, discovery call, 16 Jul
04The week's callsevery live-deal call, what was asked for, what the buyer did
Day
Deal
Call
Next step as written
Buyer confirmed
In room
Band
Score
Mon
ProSpend StrongestPresenting the Plan
Plan
Board review 22 Jul, follow-up booked 23 Jul
Yes
Yes
Given
4.4
Mon
Workshop SoftwarePresenting the Plan
Plan
Decision call 24 Jul
Yes
Yes
n/a
4.0
Tue
Altum PartnersExplore workshop
Explore
Scope workshop proposed, no date
No
No
Deflected
2.6
Tue
IdesIntro call
Connect
Disqualified in the room, wrong fit Clean DQ
n/a
Yes
n/a
4.2
Wed
Deal #4821 UrgencyDiscovery
Discovery
Contract push, manufactured deadline
No
No
n/a
3.3
Wed
Package LandscapesExplore workshop
Explore
Pricing follow-up 21 Jul
In window
Yes
Given
3.7
Thu
Nikki, wellness co SoftestConnect call
Connect
"I'll send some info across", no date
No
No
Deflected
3.1
Thu
FD GlobalConnect call
Connect
Intro to ops lead, next week, undated
No
No
n/a
3.8
Thu
High Performance FatherCheck-in
Check-in
Proposal promised by Fri 25 Jul
In window
Yes
n/a
3.4
Fri
Chai MeConnect call
Connect
Explore workshop booked 24 Jul
Yes
Yes
n/a
4.1
Fri
Micheli JewelleryConnect call
Connect
Scoping session booked 23 Jul
Yes
Yes
Given
3.9
Fri
Registry DirectExplore workshop
Explore
Nothing written
No
No
n/a
2.9
In room = a dated next step agreed out loud before the call ended. Band = a price band given when price came up. Strongest and softest are this week's review pair; listen to both before Monday.
05Current dealsthe whole open board, attention first
Deal
Stage
Value
In stage
Last buyer touch
What's needed
Needs attention, 3 deals, $65kno dated next step or buyer silent 7+ days, fades forming
ICRAR
Proposal sent
$33k
80 d
12 d ago
Proposal open since April. A dated check-in into their approval process, this week.
Altum Partners
Explore
$18k
12 d
8 d ago
Workshop proposed with no date on Tuesday's call. Get the date or get the no.
Registry Direct
Explore
$14k
41 d
9 d ago
Said "for us it's worth it, 100 percent" and nothing since. One direct ask: yes or no.
Waiting on us, 3 deals, $39kthe ball is in our court, every day here is self-inflicted
Blackfish
Proposal
$21k
28 d
6 d ago
Proposal 14 days overdue. Priority one this week.
High Performance Father
Proposal
$11k
23 d
4 d ago
Proposal promised for Fri 25 Jul. Promised on a call, so it is being measured.
Nikki, wellness co
Connect
$7k
5 d
4 d ago
The "info across" from Thursday has not gone. Send it with a proposed date attached.
Moving, 6 deals, $114kdated next step in the calendar, buyer active
ProSpend
Plan presented
$38k
16 d
today
Board reviews 22 Jul, follow-up booked 23 Jul.
Workshop Software
Plan presented
$26k
14 d
1 d ago
Decision call 24 Jul.
FD Global
Connect
$15k
10 d
3 d ago
Ops-lead intro this week. Undated, watch it does not slip into the group above.
Micheli Jewellery
Connect
$14k
9 d
today
Scoping session 23 Jul.
Package Landscapes
Explore
$12k
11 d
2 d ago
Pricing follow-up 21 Jul.
Chai Me
Connect
$9k
4 d
today
Explore workshop 24 Jul.
$218k open across 12 deals. The needs-attention group is where fades form; if a deal sits there two Mondays running, it gets a forced yes-or-no ask.
Path to quota: the $84k gap is covered if ProSpend ($38k, board reviews Tuesday) and Workshop Software ($26k, decision Thursday) land, plus any one of Micheli, FD Global or Package Landscapes. Both big ones have dated decisions inside this fortnight: they are the two deals this month lives on.
06Last week's prioritieswhat was committed last Monday, checked by the Sunday sync
1
Chase the three unconfirmed next steps to a dated yes or a no.
All three resolved: two booked with dates, one disqualified cleanly. That is lever 1 working.
Donefrom next steps
2
Clear the four inbound messages sitting unanswered.
Three of four cleared inside the week. One buyer waited five days.
Partialfrom speed
3
Send the overdue Blackfish proposal.
Still unsent at the Sunday cutoff. Carries into this week as priority one.
Not donefrom promises
07Priorities this weekpicked by the numbers above, biggest gap first, carry-overs jump the queue
1
Send the Blackfish proposal. Today, before anything else.
Second week on the board. A promised artefact that never lands kills more deals than a bad one.
Carried over, week 2from promises
2
Chase the four written-but-unconfirmed next steps to a dated yes or a no.
Altum, FD Global, Registry Direct and Nikki all have a next step the buyer never confirmed. They are the drop from 9 written to 5 confirmed in lever 1, and three of them are already in the needs-attention group above.
from next steps
3
Clear the five inbound messages sitting unanswered.
Median reply is 26 hours against a same-day standard. Five buyers are currently waiting.