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Find the move. Approve the play.Prove the lift.

Explore patterns across people and situations. Review the examples, shape a practice others can use, and decide how to follow adoption and outcomes.

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Adrata over a winter painting: the customer story play drafted from Andie’s won deals, waiting for review

Insights · illustrative

The questions worth exploring.

Illustrative findings from a sample team. Examine the people, situations and examples behind a pattern before deciding what belongs in a shared practice.

  • MoveExample

    Illustrative comparison: deals with a customer story won 58%; the comparison set won 27%.

    Illustrative comparison · 61 first calls

  • SegmentToo early

    In healthcare, with a CFO in meeting 2: too early to tell.

    Too early · 18 of 20 deals · mid-market healthcare

  • Deal sizeToo early

    Under $20k: too early to tell whether the customer story play helps.

    Too early · 17 of 20 deals · deals under $20k

  • TimingExample

    Top reps start the demo around minute 9, after a customer story. Everyone else starts it by minute 3.

    Minute of the first call · from 61 calls

  • Blind spotBlind spot

    41% of Andie’s buyer emails were never logged in HubSpot. Adrata reads them anyway, so her moves still count.

    Gmail vs HubSpot activity, last 6 months

  • ObjectionLeaning

    When a buyer says “we’ll build it in-house”, Noah asks what in-house costs them by March. He wins 44% of those deals; the team wins 12%.

    From 25 deals with that objection

What’s working

Who’s best at customer stories, first calls, and getting the second stakeholder in, measured on your own deals.

  • Andie BenjaminCustomer story2.1× team
  • Noah HaleFirst calls3× meetings
  • Mia ChenSecond stakeholder81% of deals

Plays

The move, its example and the situation it fits, ready for review before you choose to share it.

Metrics

Win rates for reps who have the play against reps who haven’t received it yet, linked to the deals behind them.

Win rate with a customer story · last 90 days

Not yet received24%
Have the play41%

Illustrative

Ask anything about your team. Review the sources and situation behind a pattern before deciding how to use it.

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Adrata chat answering who’s best at what on the team, with the deals behind the answer

Review the move before sharing it. Look at the move alongside the deals and calls behind it. Decide what to edit, try or leave out.

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Needs review: Andie’s customer story play as a draft, with the deals and calls behind it and an Approve button

What’s working

Who carries which move,skill by skill.

Explore moves across the sample team. Look for where a practice fits, who could reuse it and what context matters.

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  • Customer story

    Andie Benjamin

    58%

    vs 27% team · win rate with a customer story

    Rising this week

  • First calls

    Noah Hale

    3×

    second meetings booked vs the team

    Steady

  • Second stakeholder

    Mia Chen

    81%

    vs 34% team · deals with a second stakeholder

    Rising this week

  • Follow-up speed

    Sebastian Cole

    88%

    vs 35% team · recap sent within 4 hours

    New leader this week

  • Reviving quiet deals

    Joel Whitaker

    6 of 20

    deals so far · too early to name a best rep

    Collecting

Illustrative team · 12 reps and 214 closed deals

Drill down

Click any number.See the deal behind it.

Explore your team by skill, by rep, through the stories, the stats and the timing. See what your best reps do, and exactly when they do it.

  1. 01By skillWho leads each skill, and by how much.
  2. 02By repTheir deals, their numbers, their timing.
  3. 03Deal storyThe call moments and context behind the example.
The customer story drill-down: Andie Benjamin at 58% against a 27% team, when the demo starts, and the Lumen Freight deal story
The customer story play: pick a customer like them, tell the moment it broke, ask one question. Approved, 38 deals, sent 14 times this week

A useful move becomes a play. The steps, the example and the situation it fits. Review the move before choosing who should try it.

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Team view: Andie Benjamin best at customer stories, Noah Hale best at first calls, Rose Calloway using 3 plays, Jack Sterling’s first call at 11:00

Who carries which move. Every rep’s moves, skill by skill, and who can teach whom.

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Metrics · illustrative

Follow adoption.Review the outcomes.

Plan the behavior, outcome and comparison before rollout. The sample view illustrates what to review as people try the practice; context determines what the numbers can tell you.

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Win rate · with the play vs not yet received

Last 12 weeks
39%Have the play
26%Not yet received
All plays combined · 112 deals
  • Customer story: Andie’s move41% vs 24%from 38 deals
  • First calls: Noah’s agenda opener35% vs 27%from 26 deals
  • Follow-up: Sebastian’s same-day recap38% vs 31%from 22 deals

Integrations

Start with the tools you use.

Discuss how your CRM, calls, content and learning workflow fit together. Confirm supported sources and access before connecting anything.

All integrations →
  • HubSpotCRM

    Deals, stages, owners and activity.

  • SalesforceCRM

    Opportunities, stages and activity.

  • GmailEmail

    Replies, reply speed, who was copied.

  • OutlookEmail · Calendar

    Replies, meetings and attendees.

  • ZoomCalls

    Relevant moments from recorded calls.

  • GongCalls

    Moments from calls you already record.

  • OutreachSequences

    Follow-up timing and touches per deal.

  • SalesloftSequences

    Cadence steps and reply timing.

See who carries which moveon your own deals.

Explore the workflow, then discuss access and the right setup with Colin.

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