THE METHOD

Five moves between a name and an account.

A lead arrives raw — an RFQ email, a row in a CSV, a card from a site visit. The thing that leaves the far end has credit terms, a billing email and a first invoice on the way. The hunt board closes that distance, and the rep confirms every step that matters.

01 · QUEUE

The day opens ranked. Nobody debates it.

My Day is ranked by the Focus Engine before the first coffee: never-contacted leads inside their first-touch window, overdue follow-ups, deals going cold, deals closing soon. The ranking runs on your own cadence policy — first touch within so many days, a touch every so many, cold after so many, a closing-soon window — rules you can read and edit, not a black-box score you argue with. And the RFQ email that landed at 07:40 is already on the board with an owner and a first-touch clock running.

focus engine · your rules, readable & editable · RFQ already owned

02 · TOUCH

Work the top. The order is the strategy.

Reps work the queue from the top — call, meeting, site visit, demo — instead of from whoever emailed loudest. Speed is the whole edge on new names: the MIT/Oldroyd Lead Response study found that calling a lead within 5 minutes gives 100× the contact odds of calling at 30 minutes. The queue holds never-contacted leads at the top precisely while those odds still exist, and the board never mistakes busy for covered.

5 min vs 30 min = 100× contact odds — MIT/Oldroyd

03 · LOG

Speak the debrief. Confirm the record.

The rep talks; the assistant listens. Whisper transcribes the voice note, then a conversational assistant asks the gaps one question at a time — outcome? next action? by when? — and drafts the structured activity with a confidence score attached. Prefer one shot? Speak the whole story and it extracts the draft in a single pass. Either way the rep reads and confirms before anything is saved — nothing posts itself — and the confirmed next action seeds tomorrow's follow-up with a date. That is what keeps the queue honest.

whisper → one question at a time → draft + confidence → your yes

04 · ADVANCE

Drag the card. The history travels with it.

The pipeline is a Kanban board with your own stages. Drag a deal forward and it moves; skip a stage or pull one backward and the board asks you to confirm, and records the reason. Stage history and assignment history keep the who, when and why on every card — no silent rewrites. The forecast runs on the per-stage win probabilities you set, weighted against each rep's target, so the number the manager sees is arithmetic on your own odds, not optimism.

confirm on skip/backward · who/when/why kept · your stage odds

05 · LAND

Winning opens a gate, not just confetti.

Marking a deal won opens the activation gate: contract document and effective date, currency, credit limit, payment terms, billing email — captured while the handshake is still warm. The platform's AI reads the uploaded documents and flags mismatches — a credit application that disagrees with the terms on file — as corrective actions before they become finance's problem. The prospect graduates to account, and what lands on finance's desk is a customer it can invoice, not an anecdote.

contract · currency · credit limit · terms · billing email → account

THE FIRST 14 DAYS

DAY 1–3

Import the book: CSV with column auto-detect, deduped against your existing customers. Set the cadence policy in plain rules and lay out your pipeline stages with the win probability you give each one.

DAY 4–10

Reps work the ranked queue and log touches by voice; managers watch the coverage snapshot — whose book is never-contacted, going cold, overdue — while the board does the remembering.

DAY 11–14

Targets go live per rep — revenue or won-count, month or quarter — and the forecast, attainment, funnel and velocity views run on two weeks of real touches, not a demo dataset.

Watch the board rank your Monday