--- title: "The Deal Record" description: "Conversations with the revenue leaders who stopped guessing why deals slip. A new episode every other Tuesday." url: https://meridian.nexity.build/podcast updated: 2026-10-27 --- # The Deal Record *Podcast* Conversations with the revenue leaders who stopped guessing why deals slip. A new episode every other Tuesday, 35 minutes, no sponsors. Hosted by Mark Richards (Head of Revenue Research, Nexity) Listen on: [Spotify](https://open.spotify.com/show/the-deal-record), [Apple Podcasts](https://podcasts.apple.com/podcast/the-deal-record/id0000000000), [YouTube](https://www.youtube.com/@thedealrecord) ## Latest episode - [Why champions go dark, and the three weeks you still have](https://meridian.nexity.build/podcast/why-champions-go-dark-and-the-three-weeks-you-still-have) Ep. 14 · Oct 7, 2026 · 38 min · Signals Guest: Dana Whitfield (Chief Revenue Officer, Finmo) The renewal Finmo almost lost to silence, the signal that flagged it 21 days out, and the play that brought the champion back. Listen on: [Spotify](https://open.spotify.com/episode/deal-record-14), [Apple Podcasts](https://podcasts.apple.com/podcast/the-deal-record/id0000000000?i=14), [YouTube](https://www.youtube.com/watch?v=dealrecord14) Chapters: - 00:00 The renewal that went quiet - 04:15 Two years of a champion on every call - 08:40 What a dark champion looks like in the CRM - 14:22 The 21-day signal - 19:05 Why nobody inside flagged it - 26:10 The play: one question, no discount - 32:40 The new owner, and what changed *All episodes* ## Every conversation, by topic. Filter by the capability it covers, or search a guest or a company. - [The content your buying committee actually reads](https://meridian.nexity.build/podcast/the-content-your-buying-committee-actually-reads) Ep. 13 · Sep 23, 2026 · 34 min · Attribution Guest: Priya Natarajan (VP Marketing, Orionbo) Orionbo thought the whitepaper carried the deal. The attribution data said the comparison page did. What changed once marketing believed it. - [Pricing in the first call closes 2.1× slower](https://meridian.nexity.build/podcast/pricing-in-the-first-call-closes-2-1x-slower) Ep. 12 · Sep 9, 2026 · 31 min · Conversation Guest: Marcus Johnson (Enterprise AE, Nexity) What 1,400 recorded discovery calls say about when to talk price, and the two questions that keep a first call on the problem. - [A board pack your CFO will actually trust](https://meridian.nexity.build/podcast/a-board-pack-your-cfo-will-actually-trust) Ep. 11 · Aug 26, 2026 · 40 min · RevOps Guest: Tom Okafor (VP Finance, Revahub) Tom Okafor walks through the quarter Revahub stopped reconciling three pipeline spreadsheets the night before the board meeting. - [Losing to Competitor X when security starts late](https://meridian.nexity.build/podcast/losing-to-competitor-x-when-security-starts-late) Ep. 10 · Aug 12, 2026 · 36 min · Win/loss Guest: Sarah Mitchell (Head of Sales, Buzzsnap) Buzzsnap lost four enterprise deals in a quarter to the same competitor. The loss interviews pointed to one step, not the product. - [Two-way sync without an engineering ticket](https://meridian.nexity.build/podcast/two-way-sync-without-an-engineering-ticket) Ep. 9 · Jul 29, 2026 · 29 min · RevOps Guest: Lena Hartmann (RevOps Lead, Starlight) How Starlight's RevOps lead cut the CRM hygiene backlog in half by letting the signals write back to the deal record. - [Surveys reps will actually fill in](https://meridian.nexity.build/podcast/surveys-reps-will-actually-fill-in) Ep. 8 · Jul 15, 2026 · 33 min · Win/loss Guest: Emily Rodriguez (Account Executive, Nexity) Emily Rodriguez on the three-question close-out that replaced a 14-field form, and why the answers got more honest. - [The $680K calculator](https://meridian.nexity.build/podcast/the-680k-calculator) Ep. 7 · Jul 1, 2026 · 37 min · Attribution Guest: David Kim (Content Lead, Dashstar) One interactive asset touched $680K of Dashstar's pipeline last quarter. David Kim on how they found out, and what they built next. - [The question that ends a discovery call early](https://meridian.nexity.build/podcast/the-question-that-ends-a-discovery-call-early) Ep. 6 · Jun 17, 2026 · 35 min · Conversation Guest: Sarah Chen (VP of Sales Strategy, Nexity) Sarah Chen on the single discovery question that predicts a stalled deal, and the coaching cadence that fixed it in six weeks. - [Reading the 21-day silence before it costs you](https://meridian.nexity.build/podcast/reading-the-21-day-silence-before-it-costs-you) Ep. 5 · Jun 3, 2026 · 32 min · Signals Guest: Priya Nair (Principal Analyst, Nexity) Priya Nair walks through the research behind the inactivity signal: which silences are normal, which are terminal, and how to tell. - [Which asset actually moved the deal](https://meridian.nexity.build/podcast/which-asset-actually-moved-the-deal) Ep. 4 · May 20, 2026 · 30 min · Attribution Guest: Marcus Webb (Content Lead, Nexity) Marcus Webb on separating the content a buyer opened from the content that changed their mind, and why the two lists rarely match. - [One pipeline number everyone agrees on](https://meridian.nexity.build/podcast/one-pipeline-number-everyone-agrees-on) Ep. 3 · May 6, 2026 · 34 min · RevOps Guest: Jonas Pettersson (Head of RevOps, Lumenly) How Lumenly ended the Monday argument between sales, marketing and finance by agreeing on where the pipeline number comes from. - [Why "price" is never the real loss reason](https://meridian.nexity.build/podcast/why-price-is-never-the-real-loss-reason) Ep. 2 · Apr 22, 2026 · 36 min · Win/loss Guest: Aisha Bello (Director of Sales, Evergrow) Aisha Bello on Evergrow's loss interviews: what buyers say when the rep isn't listening, and the reason that hid behind price every time. - [Why we started The Deal Record](https://meridian.nexity.build/podcast/why-we-started-the-deal-record) Ep. 1 · Apr 8, 2026 · 28 min · Win/loss Guest: Rachel Moreno (Chief Revenue Officer, Nanodea) Rachel Moreno joins the first episode to explain why Nanodea stopped guessing about lost deals, and what the first twenty loss interviews taught them. Logos: Nanodea, Orionbo, Revahub, Starlight, Buzzsnap, Dashstar, Editly, Geoaura ## New episodes in your inbox. With the one chart from each. Every other Tuesday. No digest, no sponsors, unsubscribe in one click. [Newsletter signup form (email); button: Subscribe] Read by 4,200+ revenue leaders. Unsubscribe anytime. ## See it on your own pipeline. Connect your CRM and watch the first insights land before the demo call ends. [Image: Product dashboard] - [Book a demo](https://example.com) - [Talk to sales](https://example.com)