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Features
Align and steer the team
Team, roles and CRM
DBR completes the CRM
Admin, Manager, Sales and Read-only roles; invitations; read and write with HubSpot.
In practice
Four roles (Admin, Manager, Sales, Read-only) enforced in the interface and in the database. The salesperson sees the process, the mapping, the account plan and the Pilotage view of their portfolio; the manager sees the whole team with the same grid; only admins administer the workspace.
HubSpot: DBR reads companies, contacts and deals (name, amount, close date, stage, owner) and writes back to HubSpot the name, amount, date and stage of deals changed in DBR. Salesforce is not available yet.
Other features
The other pages, group by group.
Qualify and move the opportunity forward
- Portfolio triageAll your deals in three columns: push, wake up, let go, with the reason behind each verdict.
- Qualification: why, why now, why usThree questions asked on every deal, with a coach that guides you through answering them.
- Blocking pointsTwelve factors that slow a deal down, the question that checks each one, and a diagnosis that reads your deal.
- AI deal reviewOne button at the top of the deal: the AI re-reads the whole file, tells you what is solid and what is fragile, then proposes a dated action plan.
- TrainingShort, replayable sessions: simulated prospecting calls and discovery meetings, with a debrief on every answer.
- SkillsThe objection library, from cold call to closing, each handled at five levels of sales effectiveness.
- JourneysThe decision tree of your call or meeting: what you say, what the client answers, and what comes next depending on the answer.
- Cost of inactionWhat the client loses by changing nothing, worked out with them from levers and formulas shared by the team.
- Battle cardsPer solution: the criteria, our coverage, each competitor’s, and what the client actually expects.
- Action planEach opportunity’s actions, with their source: process, mapping, blocking point, AI review, coach or manual entry.
Align and steer the team
- Team referenceEverything that gives the team the same reading grid: solutions, competitors, USPs, SWOT cards, process, risk thresholds and criteria, personas, sectors.
- ProcessThe funnel stages, their questions, and prerequisites that gate the move to the next stage.
- Ecosystem mappingGroup, companies, departments, contacts, relationships and buying roles: the account as it actually works.
- Account planOne plan per company: vision, objectives, linked opportunities, account health and white space.
- Opportunity MappingThe opportunity’s SWOT, built from the team’s cards, and a score that says what is covered.
- Risk managementThe process × mapping matrix: Commitment, Best Case, Risk, Pipeline, with amounts per zone.
- Risk criteriaThe weight of each of the 12 blocking factors, set for the whole team and by sector, and your own risk questions.
- Pilotage viewThe leadership dashboard: forecast by risk zone and its trend, alerts, installed revenue, renewals, white space, account plans.
- Forecast trendA daily snapshot of amounts by risk zone, overall and per salesperson, and its curve over time.
- AlertsThe deals slipping away: mapping going down, inactive deal, close date passed, large deal with no Champion or Economic Buyer.
- Pipeline reviewA salesperson’s deals reviewed one by one, with a verdict and decisions logged on each deal.