Where a deal lives, what moves it, what qualifies it, and the rule that if it is not recorded it did not happen
Act 05 teaches you how to run the conversation. Until this section it never told you where the deal lives. A deal you ran well and recorded badly is a deal ORIGIN cannot forecast, cannot hand over and cannot invoice. This section is the other half of selling: the record.
One CRM, and one job for it
Pipedrive is the ORIGIN CRM. There is no second one, and there is no personal spreadsheet that counts.
Source: Register tab 5 row 2
Every system at ORIGIN has exactly one job, and you link between them rather than copying. Pipedrive is the deal pipeline. Asana is work tracking. OneDrive and SharePoint hold the files. The ORIGIN Brain holds the knowledge. Duplicating a fact across two of them is how two versions of it start to disagree.
Source: Register tab 14 row 26, Asana house rules 1 and 9
Marwan Arban owns the pipeline as Head of Growth. Eman Zahran operates the partnerships pipeline. There are four pipelines: Real Estate (dedicated), Marwan Arban, Eman Zahran, and Partnerships. Your deal belongs in one of them, never in two.
Source: Register tab 5 row 3 and row 4
The stages, and what moves a deal between them
The main flow runs in one direction. Two stages sit outside it: a parking stage for deals that have gone quiet, and the terminal pair.
| Stage | What it means | What moves it on |
|---|---|---|
| Discovery (MQL) | Qualified intro, Pain Funnel started. | Root cause named plus budget and authority surfaced. That transition is the MQL to SQL line. |
| Proposal Building (SQL) | Scoping and costing. | A signed Client Brief handed to the OS Team, and a costed proposal built on it. |
| Proposal Sent (SQL) | Delivered, client reviewing. | The client comes back on terms or commercials. |
| Negotiation | Terms and commercials. | Both parties sign. |
| MSA | Contract executed. Won. | Nothing. This is where your ownership ends and the handover starts. |
| Stalling / On Hold | Parked, on purpose, with a reason. | A trigger event, or a decision to mark it Lost. |
| Lost | Dead. | Nothing. Record why. |
Source: Register tab 5 row 5 (pipeline stages) and tab 10 row 8 (stage definitions)
What qualified actually means
Qualified is not a feeling about the call. It is three conditions holding at the same time, and all three are written down:
- The Pain Funnel has reached Level 3, which means the root cause is named, not the symptom. Section 02 teaches all five levels.
- Budget and authority have been surfaced, which is Level 5 of the same funnel.
- The qualification score is at or above the threshold the register sets. Read that threshold in the register at the time of use rather than quoting a number you remember.
All three together equal the Discovery to Proposal Building transition, which is the same thing as MQL becoming SQL. Move the stage when they hold, and not before.
Source: Register tab 5 row 6 (qualification method) and row 7 (the definition of qualified)
Before you qualify further, identify the route, because it changes the proposal and the engagement model. A transformation routes to Build & Operate or BOT (multi phase, embedded, twelve months or more). A service routes to Build (bounded, three to six months) or Build & Guard (six to twelve months, renewable, governance only).
Source: Register tab 5 row 8
ORIGIN also sets three client tiers by deal value. Read the bands in the register when you need them. They are not something to carry in your head, and they move.
Source: Register tab 1 row 18
Two flags, and what you do when one fires
A deal going stale
Fifteen days with no movement, then the deal is flagged. That is a day count, not a judgement, so it will fire on deals you feel good about.
Source: Register tab 5 row 12
What you do: move it or park it. Either there is a next action with a date on it, or the deal goes to Stalling / On Hold with the reason written in. What you never do is leave it sitting in a live stage. Open pipeline is what ORIGIN measures its pipeline coverage against, so a dead deal in a live stage quietly inflates a number the company plans on.
Source: Register tab 10 row 5 (pipeline coverage) and tab 5 row 5
A single threaded deal
This flag fires when any one of the following is true. Any one, not all of them:
- Only one contact exists in the account.
- The contact is not the budget holder or the economic buyer.
- There is no executive sponsor.
- All communication routes through one person.
- The champion has no confirmed authority.
- A lead became a deal but the qualification score sits below the threshold.
- The lead or the deal is stalling.
The action is fixed: widen to a second stakeholder before Proposal Sent. Not after it has gone out, and not once the deal goes quiet. A proposal that reaches one person who cannot sign it is a proposal with no route to a signature.
Source: Register tab 5 row 13
Three deal sources
Inbound, Outbound and Ambassadors are deal source values on the Pipedrive record. They are not pipelines, and they are not one person each. Every Growth Team member owns both the inbound and the outbound motion for their own pipeline.
Source: Register tab 5 row 18
Separately, the register names the routes that actually convert: inbound through Google lead generation, the CEO network and introductions, the consultancy subcontracting channel where ORIGIN delivers white label under a Tier 1 firm and stays invisible to the end client, and ambassadors. The partner channel runs two motions, subcontracting and complementary partners, and sits inside the Growth Team.
Source: Register tab 5 row 11 and row 16, and tab 14 row 12
TO CONFIRM
The source field carries three values while the converting-routes list names four routes. Which source value a consultancy subcontracting deal is logged under is not written anywhere in the register. Ask the Head of Growth, and do not invent a fourth source value.
If it is not recorded, it did not happen
This is the rule the rest of the section serves. ORIGIN runs on no silent work: something that happened and was not written down cannot be reported, forecast, handed over or invoiced, so operationally it did not happen.
Source: Register tab 14 row 26, Asana house rule 2
In practice that is four habits:
- A decision taken on a call or on WhatsApp is logged within 24 hours. WhatsApp stays conversation only.
- Approvals go by email, never by WhatsApp, and that includes client approvals.
- Files are linked by URL, never attached, so there is one copy of a document and it is the current one.
- Every active record carries one accountable owner and a date. No TBD.
Source: Register tab 8 row 10 (decision logging), tab 14 row 21 (communication rules), tab 14 row 26 (Asana house rules 3, 4 and 9)
Where recordings and notes belong
Meetings run on Teams and are recorded with Loom Notetaker. That is the only recording tool, and every meeting is recorded. The link is saved to the relevant Asana task. For a physical meeting, the Growth Team member submits the Loom debrief within 48 hours.
Source: Register tab 8 row 9 (meeting rule), tab 14 row 20 (tools) and tab 14 row 21 (48 hour debrief)
Client facing documents live in the client folder on OneDrive, which follows the fixed nine folder template. The Client Brief, the proposal and the contract each have a home there. Nothing that matters lives only in a chat thread.
Source: Register tab 8 row 18
TO CONFIRM
The register saves the Loom link to the Asana task. The current Act 05 Section 02 text saves it to the Pipedrive deal. Both may be intended, but only one of them is written as the standard. Confirm with the Head of Growth whether the deal record carries the link as well as the task.