David Okafor, VP RevOps
Priya Nair, Head of Sales
Tom Reyes, CRO
Lena Frost, VP Sales
Sam Udall, Founder
Raj Mehta, RevOps Lead"Hot take: most 'forecast problems' are really visibility problems. You can't forecast what you can't see across forty reps."
2d ago · 212 reactions · 38 comments
Pipeline
Overview
The whole pipeline, scored from real activity and refreshed on its own. This is what the Head of Sales opens on Monday at 9.
$2.4M
Active pipeline
18
Open deals · 6 reps
3
Deals at risk
78
Avg ICP fit
This week's callsauto-scored on completion
| Account | Rep | ICP fit | Outcome |
|---|---|---|---|
| Meridian Freight Logistics · 2,400 | Marcus Lee | 86 | Discovery → pilot |
| Halden Materials Manufacturing · 5,100 | Marcus Lee | 81 | Demo booked |
| Vergo Health HealthTech · 900 | Dana Cole | 64 | Nurture |
| Brixton Pay Fintech · 1,300 | Dana Cole | 88 | Discovery → pilot |
| Orbital Retail E-commerce · 420 | Marcus Lee | 38 | Disqualified · sub-ICP |
At risk · flagged todaydaily 7:00 scan
- Acme Robotics — $240k. 18 days no activity, champion went quiet. Rec: value reframe before close date Jun 20.
- GlobalTech — $180k. Single-threaded on one contact. Rec: multithread to the CFO this week.
- NovaCorp — $95k. Sentiment dropped across the last 2 calls. Rec: exec sponsor call.
Pipeline
Inbound calls
Every call recorded, transcribed and scored within 60 seconds of ending. Open any one to see the prep that went in and the analysis that came out.
Last 7 days · 6 callsclick a row
| Account | Date | Min | ICP fit |
|---|---|---|---|
| ★ Meridian Freight | Jun 2 | 38 | 86 |
| Brixton Pay | Jun 2 | 41 | 88 |
| Halden Materials | Jun 1 | 34 | 81 |
| Vergo Health | May 30 | 22 | 64 |
| Sentinel Cyber | May 30 | 29 | 79 |
| Orbital Retail | May 29 | 17 | 38 |
Selected: Meridian Freight — open Meeting prep or Call analysis from the sidebar.
Account · Meridian Freight
Meeting prep
Discovery call · 9:00 AM · built automatically 1 hour before, pulled from LinkedIn, the company, news and CRM. Delivered to the rep in Slack.
Headline
"RevOps should be a growth lever, not a clean-up crew." · 14 yrs in revenue operations
Career
2 yrs at Meridian · before: Convoy (RevOps Lead), Salesforce (Solutions Eng)
Owns
Forecasting, CRM, tooling and enablement for the US sales org
Mutual
2 shared connections · ex-Salesforce network · warm intro available
From LinkedInrecent activity
"We're hiring two RevOps analysts. If you love clean pipelines and hate manual QBR prep, let's talk."
1w ago · 96 reactions · 21 comments
Commented on "The CRO's first 90 days": "step one is always instrumentation, not headcount."
2w ago · 54 reactions
The companysite · Crunchbase · jobs
Industry
Logistics & supply chain · freight tech
Size
2,400 employees · +28% YoY headcount
Funding
Series C · $140M raised · HQ Chicago
Stack
SalesforceOutreachGongSlack
Hiring
11 open sales roles · enterprise AEs + 2 RevOps analysts
News
New CRO (ex-Flexport) announced 8 weeks ago · expanding US enterprise
Qualification questions to askmapped to BANT / MEDDIC
Pain
"You're scaling 18 to 40 reps. Where does forecast accuracy break first as you add headcount?"
Metrics
"What's your forecast accuracy today, and what would good look like to the board?"
Process
"Walk me through how a deal gets from a call into the forecast right now. Where's the manual work?"
Authority
"Beyond you, who needs to see value before this moves — and would the new CRO want in early?"
Criteria
"What would a tool have to clear on security and CRM before it could touch Salesforce?"
Timeline
"You said 'before the ramp'. What's the date that ramp actually starts?"
Signals & anglewhy now
Trigger
New CRO hired 8 weeks ago (ex-Flexport). Mandate to double the enterprise team and tighten forecasting before the next board cycle.
Suggested opener
"You're scaling from 18 to 40 reps. Most teams lose forecast accuracy exactly there. How are you planning to keep visibility as you ramp?"
Landmines
Already pays for Gong — do not pitch "another recorder". David owns the stack; do not imply RevOps is failing.
Account · Meridian Freight
Call analysis
Discovery · 38 min · rep Marcus Lee · Jun 2. Transcribed, scored against the playbook, and broken down below within 60 seconds of the call ending.
ICP fitscored vs. playbook
86/100
BANTextracted from transcript
Budgetpartial
Partial
No line item yet. CRO holds discretionary budget for tooling this half.
Authoritychampion
Strong
David is the champion. Economic buyer is the CRO, not yet on a call.
Needconfirmed
Strong
Forecast accuracy ~60%, breaks as they scale. Explicit, urgent.
Timelinesoft
Soft
"Before the ramp" implies Q3. Not date-committed.
MEDDICqualification
MetricsM
Clear
Forecast accuracy 60% → 90%; ramp 3 mo → 6 wk.
Econ. buyerE
Gap
CRO not yet engaged. Get the intro next.
Decision crit.D
Clear
Accuracy, no process change, security review.
Decision proc.D
Partial
Pilot → CRO sign-off → procurement. Steps known, dates not.
Identify painI
Strong
"Flying blind once we pass 20 reps." Felt, not theoretical.
ChampionC
Strong
David. Motivated, credible, has the CRO's ear.
How the rep handled itvs. top performers
43/57
Talk ratio (rep/prospect) · target 40/60
11
Discovery questions · top reps avg 9
7.9
Call score / 10
2
Next steps committed
Key moments
04:12
Prospect: "Once we pass twenty reps, the forecast just stops being real."
Pain surfaced
14:30
Rep: framed the Brixton Pay case — 60% to 92% forecast accuracy in one quarter.
Strong proof
22:48
Prospect: "Security review is non-negotiable before any tool touches Salesforce."
Decision criterion
31:05
Rep: agreed a pilot scope by Friday — but did not ask for the CRO introduction.
Missed
What went well
- Let the prospect name the pain before pitching.
- Matched the right case study at the right moment.
- Healthy talk ratio, strong listening.
Coach next time
- Lock the economic buyer. Ask for the CRO intro on the call.
- Close on a date, not "before the ramp".
- Pre-empt the security review with the SOC 2 one-pager.
Auto-drafted next stepready in Slack · 3 min after call
Follow-up
Drafted, quoting David's "forecast stops being real" line. 1-click send.
CRM
Stage moved Discovery → Pilot; MEDDIC fields updated; next step + owner logged.
Recommended
Request the CRO introduction. Send pilot scope + SOC 2 one-pager by Fri.
Playbook · §1
ICP & scoring
Who we sell to, and how every lead is scored before a call is booked. Three buyer lanes across B2B teams that already run on calls. The motion, hook, and case study change with the lane. The same rules the agents use to score each call.
Definition
Who counts as ICP
Team
5 to 50 reps
Quota-carrying reps, distributed and scaling. Not founder-led selling, not a one-person desk.
Stack
CRM + recorder live
A CRM (Salesforce / HubSpot) and a call recorder (Gong / Fathom) already in place. The data exists, the insight doesn't.
Momentum
Active outbound motion
A real discovery-call motion, plus a recent sales-leader hire or headcount ramp — appetite to change the system.
Sweet spot
15 to 40 reps, scaling, with a CRO or Head of Sales hired in the last six months. Big enough that visibility breaks, small enough to deploy in one cycle.
Industries
Where we hunt
Tier 1 — primary
Logistics & supply chainFintechB2B SaaSManufacturingInsuranceCybersecurityProptechMartech
Tier 2 — secondary
HealthTechTelecomEnergyTravel TechEdTechStaffingConstruction TechLegal Tech
Anti-ICP — auto-reject
<5 repsNo CRMFounder-only sellingPure self-serve / PLGTransactional SMB
Three buyer segments
Who we talk to — and how
Every deal lives in one of three lanes. The lane decides the title list, the opening pitch, and the case study to lead with. Pick the lane before the first call.
01
Segment one
Head of Sales
Owns the number and the team. Feels the pain of scaling reps without losing the forecast. Wants visibility and faster ramp, not another tool to babysit.
Target titles
- — Head of Sales · VP Sales
- — Sales Director · Regional Lead
- — Head of New Business
Industries that hit
- — Logistics, Fintech
- — SaaS, Manufacturing
Best entry hook
- — Free AI sales audit
- — Pipeline-health teardown
02
Segment two
CRO / VP Revenue
Owns revenue across the funnel and the board narrative. Cares about forecast accuracy and predictable growth. Usually the economic buyer, often newly hired with a mandate.
Target titles
- — CRO · Chief Sales Officer
- — VP / SVP Revenue
- — VP Global Sales
Industries that hit
- — Fintech, SaaS
- — Insurance, Logistics
Best entry hook
- — Forecast-accuracy benchmark
- — Board-ready ROI model
03
Segment three
RevOps / Sales Ops
Owns the CRM, the data, and the tooling. Already drowning in manual reporting. The fastest champion — they feel the admin pain every single day.
Target titles
- — VP / Head of RevOps
- — Head of Sales Ops
- — Sales Enablement Lead
Industries that hit
- — SaaS, Fintech
- — Cybersecurity, Manufacturing
Best entry hook
- — CRM-hygiene + auto-reporting demo
- — Time-saved calculator
Lead scoring
From ICP to a decision
ICP describes who. Scoring decides if this lead is ours. Run at first touch, before any call is booked. Three hard filters, then five signals.
Step 1 · three hard filters · fail one, no call
Filter 01
Industry & motion
Pass: B2B with an outbound sales team. Stop: SMB, transactional, or founder-only selling.
Filter 02
Team size
Pass: 5 to 50 reps, scaling. Stop: fewer than 5 reps, or no growth plan.
Filter 03
Title fit
Pass: Sales / RevOps leader, Director+. Stop: individual contributor or unrelated function.
Step 2 · count five signals
Signal 01 · heaviest
New sales leader
A CRO or Head of Sales hired in the last 6 months. New mandate, new budget, appetite to change the system.
Signal 02
Headcount ramp
Actively hiring reps. Visibility and ramp break exactly when a team scales past ~20.
Signal 03
Forecast pain
Accuracy below ~70%, or the leader admits the number is "a guess". The clearest buying intent.
Signal 04
No RevOps tooling
CRM and recorder exist, but nothing turns the activity into insight. The gap we fill.
Signal 05
Board pressure
An upcoming board cycle or a recent raise. A reason to fix the pipeline now, not next year.
Hard disqualifier
Staffed RevOps + live BI
A RevOps function with dashboards already covering this. Even with strong signals, drop to nurture.
Outbound prospecting
Where to source these signals
Filter-and-count tells us whether a lead is ours. Sourcing is the work of finding them in the wild.
Signal → where to looksix places
| Signal | Where to look |
|---|---|
| New sales leader | LinkedIn job-change alerts · "thrilled to join as CRO" posts · press releases · Crunchbase exec moves |
| Headcount ramp | LinkedIn / Greenhouse / Lever rep postings · headcount growth via AnySite employee_stats |
| Forecast pain | Sales-leader LinkedIn posts · podcast & webinar mentions · Glassdoor "process" reviews |
| Stack in place | Gong / Salesforce / HubSpot tech signals (BuiltWith, job descriptions) · G2 reviews |
| Board pressure | Recent funding (Crunchbase) · earnings calls · "scaling GTM" announcements |
| Competitor churn | Reps publicly leaving a competitor's tool · low-utilisation complaints in reviews |
Strategic combo
Stack a recent CRO hire with an active rep-hiring spree. New leader plus ramp equals a team about to lose visibility — with budget and a mandate to fix it. The highest-intent list we can build.