Revenue, Decoded is Airspeed's weekly read for revenue teams who'd rather fix problems than talk about them.
This week:
- 5 ways your CRM data is quietly hurting your forecast
- How one SDR booked 5 meetings in a week using a single workflow
- New: we now support in-person meetings too
How to solve your CRM data trust problem
Most sales leaders assume bad CRM data is a rep discipline issue. Guess what, it's not.
It is in fact, a systems issue. And it shows up in five very specific ways — pulled from real deal activity across real teams.
1. Qualification fields left blank after calls even if the answers were right there
Budget discussed. Timeline given. Economic buyer named on the call. And yet, none of it ended up in the CRM.
Most often, however, we can't attribute this to laziness — it's friction. If logging a field takes more effort than moving to the next call, it won't happen consistently. The fix isn't a culture talk, but removing the gap between where information lives (the call) and where it needs to go (the record).
Either automate it, or make it required to move a deal forward. Ideally both.
2. No next steps. No dates. Just vibes
Deals go dark not because prospects disappear — but because nobody logged who was doing what by when. Every call should end with a WHO, WHAT, and WHEN. If those three things aren't in the CRM within 24 hours, the deal is already drifting.
Build the habit structurally: no next step logged, deal doesn't advance. Simple rule. Hard to ignore.
3. Notes that tell you nothing
"Discussed product fit." "Intro call. Went well."
That’s not deal context — it’s noise. They're receipts that a call happened. They make win/loss analysis impossible, handoffs painful, and coaching a guessing game.
Ask yourself: could someone else run the next call using what’s written here?
If not, it’s not good enough.
Call recordings and AI summaries should be the baseline — not an afterthought.
What happens when Airspeed enters the GTM motion
4. Too many contacts, no clarity on who matters
Multi-threaded deals are won in the org chart, not the pitch deck. But most CRMs show a list of names with no roles, no influence, no context.
When a prospect says "I need to run this by Sarah in Finance" — that's a signal. If Sarah doesn't end up in your CRM with a role and a status, she'll surface later as a blocker nobody saw coming.
Map stakeholders in real time, not during the deal review when it's already stalled.
5. Closing values on deals that buyers didn't confirm
Deals move forward based on gut feel — not actual signals.
Verbal interest gets treated like commitment.
“Sounds good” becomes “likely to close.”
One missed detail on a call can throw off your entire forecast.
Capture signals as they happen, and structure them properly.
That’s what makes a forecast real.
How Anthony booked 5 meetings in one week
Anthony booked 5 meetings with this prompt
Here's a use case we hadn't thought of — until Anthony from Airspeed showed us. Anthony is using Airspeed to build objection handlers that actually work in the field.
Here's the workflow:
He gets on a call with Theo, our SDR lead. Theo walks through a common objection — the background, the right framing, how to handle it. Airspeed records and analyses the call. The agent then pulls a relevant customer story from past deal activity and weaves it directly into the objection handler.
The result is a response built from real conversations, backed by a real customer story, in language that sounds like your team — not a template.
As Anthony put it simply: "I booked 5 meetings last week from that alone!"
Airspeed now works everywhere - including rooms with no zoom link
Airspeed's new recording app launched for on-the-go recording
Some of the most important sales conversations don't happen on a screen.
They happen at the dinner, or maybe in a meeting room. Or, at the event where someone says something that would have changed the whole deal — if only someone had written it down.
Until now, those conversations were (almost) invisible. No notes, no coaching signals, no CRM update, if you not manually uploaded phone recordings.
That's changing NOW.
With the new recording app, you can capture in-person conversations and turn them into:
- Summaries
- Follow-ups
- CRM updates
- Coaching insights
Everything you rely on — now available everywhere.
Download the app and start using it right away!
What else is going on in the GTM world?
- On April 29, we're co-hosting a dinner with Polaris in NYC. A private, invite-only evening for GTM leaders who'd rather talk real tactics than sit through another panel. Join us
- Our friends at FERMÀT have been using Airspeed to accelerate their GTM execution. Watch the short case study
- Our star team member Maraleis joined the Startup Strides podcast to talk career capital, high-agency environments, and what it actually takes to build GTM from scratch. Worth listening to the full episode.
