Podcast

The Deal Record

Conversations with the revenue leaders who stopped guessing why deals slip. A new episode every other Tuesday, 35 minutes, no sponsors.

Mark Richards

Hosted by Mark RichardsHead of Revenue Research, Nexity

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Latest episode · Ep. 14 · Oct 7, 2026 · 38 min

Why champions go dark, and the three weeks you still have

The renewal Finmo almost lost to silence, the signal that flagged it 21 days out, and the play that brought the champion back.

Dana Whitfield

Dana WhitfieldChief Revenue Officer, Finmo

Spotify Apple Podcasts YouTube

Ep. 1438 min

00:00The renewal that went quiet
04:15Two years of a champion on every call
08:40What a dark champion looks like in the CRM
14:22The 21-day signal
19:05Why nobody inside flagged it
26:10The play: one question, no discount
32:40The new owner, and what changed

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Ep. 13 · Sep 23, 2026The content your buying committee actually readsPriya Natarajan, VP Marketing, OrionboAttribution34 min Ep. 12 · Sep 9, 2026Pricing in the first call closes 2.1× slowerMarcus Johnson, Enterprise AE, NexityConversation31 min Ep. 11 · Aug 26, 2026A board pack your CFO will actually trustTom Okafor, VP Finance, RevahubRevOps40 min Ep. 10 · Aug 12, 2026Losing to Competitor X when security starts lateSarah Mitchell, Head of Sales, BuzzsnapWin/loss36 min Ep. 9 · Jul 29, 2026Two-way sync without an engineering ticketLena Hartmann, RevOps Lead, StarlightRevOps29 min Ep. 8 · Jul 15, 2026Surveys reps will actually fill inEmily Rodriguez, Account Executive, NexityWin/loss33 min Ep. 7 · Jul 1, 2026The $680K calculatorDavid Kim, Content Lead, DashstarAttribution37 min Ep. 6 · Jun 17, 2026The question that ends a discovery call earlySarah Chen, VP of Sales Strategy, NexityConversation35 min

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