Features
Portfolio triage
Know where to spend your time, deal by deal
All your deals in three columns: push, wake up, let go, with the reason behind each verdict.
In practice
DBR sorts your deals into three columns. Let go: an unaddressed blocking point, with no compelling event and no champion. Wake up: no activity for 21 days, or a close date already passed. Push: everything else, starting with the deals that have a dated compelling event. Each verdict shows its reason, so you know what to fix for a deal to change column.
When a deal leaves, you close it with its reason: lost or disqualified, linked to one of the 12 blocking factors. Revenue taken out of the pipeline is tracked over 30 and 90 days, with what took it out.
Other features
The other pages, group by group.
Qualify and move the opportunity forward
- 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.
- Team, roles and CRMAdmin, Manager, Sales and Read-only roles; invitations; read and write with HubSpot.