A two-document package: the analysis (184 briefings paired with 228 call transcripts and the Salesforce sequence-of-events data) and the field guide that turns it into a working playbook for MDAs and Sales Directors. Earlier drafts are archived for provenance.
The analysis. Pairs each prospect Opportunity's pre-call briefing with the call transcript and the Salesforce sequence-of-events log. Reading all three together reveals the small set of patterns that consistently separate winning calls from losing ones.
Field GuideThe working playbook derived from the analysis. What MDAs do before sending the briefing, what Sales Directors do on the call, what both do after — the "what to do about it" companion to the analysis.
The headliner pair tells one story end-to-end across the whole sample. The pieces below use the same dataset to answer different questions — read them alongside the analysis if you care about per-group or per-cohort nuance.
The 184-briefing rubric broken out by W50 community group — plus the thick-company effect (existing-member density at the prospect's company vs. win rate).
CompanionReferrals (n=53, 55% win) and Alumni rejoins (n=25, 60%) both beat the 26% cold-prospect baseline. Two warm cohorts, two very different distributions of briefing rubric scores — and what each tells us.
CompanionThe cold-outreach cohort defined by sales (not referrals, not alumni, with a "Call 1" Salesforce event): 89 briefings, 33% win rate, average rubric 8.7. Rubric scores and outcomes for the funnel's largest cohort.