Three people carry the number. None of them can see it.
The evidence that would settle whether a deal is real already exists. It just never reaches the person making the decision in time to matter.
You commit a number built on how people feel.
You ask the table how confident everyone is, and what comes back is confidence. You weigh it, and take a number to the board. Then two deals move in the last fortnight, and the reasons had been sitting in the evidence for six weeks. Nobody was hiding anything. Nobody had read it.
- A forecast you can defend line by line
Every deal in the number has evidence behind it that you can show.
- The slip named before the last fortnight
DealTruth names the deals whose evidence has stopped moving, while there is quarter left.
- A better question at the forecast call
Not how you feel about Acme. What Acme's evidence supports.
Take a number to the board you could defend line by line.
Forty deals. You can inspect about eight.
You cannot listen to forty calls a week. You can open any one deal and read back through it. When you do, the gap is usually old: the Economic Buyer never joined a call, and you are finding it five weeks after it stopped being cheap to fix. What you cannot do is read all forty, every week. So inspection lands on the deals you thought to ask about.
- Every deal inspected, not the ones you had time for
The same standard across the whole pipeline, every week. No scorecards.
- The gap named, with the sentence that proves it
Not a risk score to argue with. The quote that shows it.
- Coaching from what was said
Reviews start from the evidence, not from what the rep remembers.
Inspect the whole pipeline without listening to every call.
You own the integrity of fields nothing verifies.
Stage, close date, forecast category: all entered by hand, and nothing checks them against what happened. You run hygiene campaigns and tighten the exit criteria, and the number still surprises everyone. The problem was never discipline. The evidence existed and never reached the field.
- Qualification becomes recorded evidence
Not a field someone fills in. A reading of the deal's own conversations.
- Definitions enforced by what happened
Exit criteria stop depending on training and start depending on evidence.
- One standard, every deal, every week
Applied across the pipeline, not wherever a manager had capacity.
Stop auditing the fields. Start reading the evidence underneath them.
See it on a deal you already have an opinion about.
The fastest way to judge this is on a deal you know well. Bring one you are confident about and one you are not, and compare what DealTruth reads against what you already believe.
- Bring two deals
One you are confident about, one you are not. A name and the history behind them is enough.
- DealTruth reads the evidence
DealTruth reads every call, email and meeting on both deals, against the full MEDDPICC picture.
- See what the evidence supports
What is established, what is still uncertain, and where each deal needs attention.