Watch the 5 moves build, then make move 1 below today.
Answer yes or no for your open deals above your average deal size.
2 or more yes: run this play.
<aside>
Get the sign-off date on every big open deal.
Move: ask every open deal above your average deal size: "When does finance sign off next year's plan, and what has to be on the sheet by then?"
Input: a CRM filter of open deals above average deal size, plus your top 20 target accounts.
Time: 30 minutes to set up the field, then 1 question per call.
Done when: every deal shows a date or the words "unknown, ask".
</aside>
Why now: many buyers lock 2027 plans this month, and the deals not budgeted now become next year's slipped deals.
| Metric | How to count it | Your number today |
|---|---|---|
| Economic buyer access | Open deals above average size with the signer engaged / all those deals | ___% |
Leading signal you see first: the share of those deals with a sign-off date, moving from none to all.
<aside>
My rule: a deal without a budget date is a hope with a close date attached.
The champion who loves you is the start, not the deal. The deal is real when someone's own plan breaks without you.
A contact who likes you is not an owner. I want the owner, not the fan.
I help the champion write the case in their words, because they sell it in a room I am not in.
In European deals the budget often sits elsewhere: a regional team buys, group finance in another country approves.
My week: every open deal over average size gets a date or "unknown, ask" before Friday.
</aside>