A global fintech
The deal that was safe and in the bag – but wasn’t either.
Situation
A $1M opportunity — 20× this team's average deal — sat “three months from close,” yet had been silent for 45 days and ran through a single procurement contact.
My contact is the buyer, I know her well, it's in the bag.
Action
Asked the questions the seller couldn't answer: Who is the business buyer? Why are they buying? What's the cost of inaction? Who is the executive lead on a project this size?
Result
$1M pulled from the forecast before it could distort the year.
1.
Refocus led to increased forecast in next quarters.
2.
Sales rep closed the year on target.
3.
Insight
No executive relationship, no business buyer, no quantified problem — and the buyer was already signing with a competitor, using the quote only to price-check.
Real Deals, Real Outcomes
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Plastics manufacturer
The month that was on track — until day 26
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![Abstract globe at night criss-crossed by glowing magenta and blue network lines linking cities across Europe.]()
Global fintech
The deal that felt safe, wasn't
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Industrial services firm
A confident win, on one person's word
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![A researcher in a white lab coat studying data on a large illuminated touchscreen table in a dark control room.]()
Compliance software vendor
A clean, simple deal — and a single point of failure
-
![A tanker truck parked under a loading canopy at a fuel and lubricants terminal, storage tanks behind.]()
Industrial-products supplier
A maxed-out account that wasn’t
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![A man presenting a revenue and forecast dashboard on a wall screen to colleagues around a boardroom table.]()
Decision-analytics vendor
When you find the real driver, price stops being the conversation
