ORIGIN Onboarding Tests

Act 05, How we sell Section 12 of 13

A deal you ran well and recorded badly is a deal ORIGIN cannot forecast, hand over or invoice. This section is the other half of selling: the record.

PipedriveORIGIN's CRM. There is no second one

24hTo write a decision into the record

15Days without movement before a deal is marked

Open the record

Part 1

The stages of a deal

Pipedrive is ORIGIN's CRM. There is no second one, and no personal spreadsheet counts. Access to a tool is asked of People & Culture (Act 01).

StageWhat it meansWhat moves it on

Discovery (MQL)A first qualified conversation. BUSD has started.The lead passes BUSD

Proposal building (SQL)We are scoping and costingA confirmed Client Brief and a costed proposal

Proposal sent (SQL)The client is reviewingThey come back on terms

NegotiationTerms are being agreedBoth sides sign

MSAThe contract is signed and the deal is won. MSA is the master services agreement, our contract.The handover to the OS Team begins

Stalling or on holdParked on purpose, with the reason writtenA change on the client's side, or a decision to close it

LostClosedNothing. Record why.

MQL and SQL are the marketing qualified lead and the sales qualified lead you met in Act 03.

A client asks to pause the deal for now, and tells you why. Where does it sit in Pipedrive?

Parked on purpose.

Remember

If something about a deal is not in Pipedrive, it did not happen.

Part 2

Three habits, two warnings

Three habits

A decision made on a call or on WhatsApp is written into the record within 24 hours.

Approvals arrive by email, never by WhatsApp.

Every open deal has one owner and a next action with a date.

Two warnings to act on

A quiet dealAfter fifteen days without movement, a deal is marked for attention. Give it a dated next step, or put it on hold with the reason.

A deal that depends on one personIf we know only one contact, or our contact cannot decide, meet a second person before the proposal is sent.

Where recordings are saved

Recordings of Growth Team meetings are saved on the deal in Pipedrive. Meetings of the OS Team and the Cashflow Team are saved in Asana.

You finish a client call. What do you do before you close your laptop?

If it is not recorded, it did not happen.

In practice

Before you close your laptop after a client call, open the deal and write three lines: what was said, what was decided, what happens next and when.

Remember

If it is not recorded, it did not happen.

Your part

Before you move on

Three questions before you move on. Type your answer, send it, then check it.

Your answers stay on this device.

1Which stage means the contract is signed and the deal is won?

The answerMSA, the master services agreement. The handover to the OS Team begins.

2After a client call, which three lines do you write?

The answerWhat was said, what was decided, what happens next and when.

3A deal has not moved for fifteen days. What do you do?

The answerGive it a dated next step, or put it on hold with the reason.

Answer all three and this section is yours.

Not recorded, did not happen.

Next: the handover from Growth to OS.

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