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Catalogue · seven artifacts · one week

You do not need seven documents. You need the one Thursday is asking for.

These are ordered as one week on one deal, not as a feature grid. The recap goes out on Monday because the call was on Monday. The brief exists because Thursday is short and you do not get a second run at it. Every one of them is blocks of text you copy out — no slides, no export, nothing to render.

The week

  1. Monday

    Discovery Recap

    The follow-up you send the same afternoon — what you heard, what you agreed, and who owes what by when. Start one from a call you've reviewed.

    Reach for it · Monday, while the call is still in your head and before the next one starts.

  2. Tuesday

    First Meeting Deck

    Talk-track blocks for a first meeting: the story in the order you'll tell it, sized for one call.

    Reach for it · Tuesday, when somebody who has never heard any of this appears on Thursday’s invite.

  3. Wednesday

    Champion Plan

    What your champion needs from you, what you need from them, and how you test whether they'll sell for you when you're not in the room.

    Reach for it · Wednesday, because on Thursday your champion is in a room you are not in.

  4. Close Plan

    Everything between here and signature, in order: who owns each signoff, what it waits on, and where the sequence is thin. Timings come from what the customer told you — nothing gets a date we made up.

    Reach for it · Wednesday, while the close date is still a date somebody typed.

  5. Thursday

    Discovery Brief

    Walk into the call knowing what to ask and why. Confirm who you're meeting and what it's about, and the questions come back as blocks you can paste straight into your notes.

    Reach for it · Thursday, an hour before a call you do not get a second run at.

  6. Friday

    MEDDPICC Scorecard

    Where the deal actually stands, dimension by dimension. Open loops are named as gaps, never filled in with a guess.

    Reach for it · Friday morning, before anybody asks you where it stands.

  7. Internal Deal Review

    The read-ahead your own team gets before a deal review: where it stands, what could kill it, and the asks you need from them.

    Reach for it · Friday, in the review, with the questions you are about to get already answered.

Review queue · sample deal

Review

Confirm what should stick to Exceptions platform (new). Accept, edit, or set aside each one — nothing lands in the deal until you say so.

Material

14 May
From this material

Two people on nights, every night, chasing exceptions since the new carriers onboarded.

From this material

Dervla Quinn is the economic buyer.

What none of them does

None of these invents a fact to finish a sentence. Where the deal has not been told something, the artifact names the gap and leaves it open — which is the only reason the rest of it is worth pasting anywhere. Every block shown on these pages is drawn from what somebody on the deal actually said, or from the fact that nobody did.

Work a deal

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