A two-document package: the analysis of 184 briefings paired with their call transcripts, and the operator memo for MDAs and Sales Directors that falls out of those findings. Everything else is an earlier draft or an orthogonal cut.
The analysis. Reads 184 briefings and the call transcripts paired to them, and asks: do Sales Directors use what the MDAs prepare? Result lands here.
Operator memo · v2The operator memo. The standard MDAs and Sales Directors should follow, derived directly from the analysis. The "what to do about it" companion to the headliner.
The same 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).