The 60-Second Deal Review

How to avoid sinking hours into aimless deal reviews

Keith Weightman
April 22, 2025

Hey there,

Those aimless deal reviews are costing you hours each week you’ll never get back.

Nate Nasralla from Fluint has developed a powerful alternative: "In just 60 seconds, I can tell you (with far more accuracy than your forecasting platform) if your business case is going to get a decision — or get deleted." That's about 59 minutes faster than typical deal reviews that force reps to defend opportunities that will never close.

In our first Community Systems Spotlight, I'm breaking down Nasralla's "60-Second Deal Review" framework. Here’s what we’ll cover:

A simple 7-question assessment that reveals which deals deserve your time
How to judge deals based on “buyer activities” vs “seller activities”
Grab the exact deal review template Nasralla uses
Bonus: 💼 Featured Sales Opportunities

Let's turn your pipeline from a time-drain into a time-saver.

3 Steps To Cut Stalled Deals in 60 Seconds Flat

Here's Nasralla's framework broken down into its simplest form:

1. Create Executive-Level Headlines

The first section of Nasralla's deal review template focuses on the seller creating three clear headlines:

[Company] is experiencing [business change], which means [negative outcomes].
[Executive] tasked [Champion] with driving [named project] by [specific date].
Compared to [alternatives], [Executive] confirmed [our differentiator] will enable [outcomes].

These headlines force clarity and highlight gaps around the business case, key decision-makers, and competitive positioning.

2. Score Buying Behavior (Not Seller Activity)

Nasralla's template then uses seven yes/no questions to evaluate real buying behavior:

Do we have a written problem statement built with the buying team's own data?
Do we have direct comments or edits from them, either confirming or correcting our POV?
Do we have no less than 3 buying roles confirming our impact to a specific, exec-level metric?
Did the buying team exec fund a project or internal initiative? Do we know that internal project name and team?
Did the project team set a specific go-live date that, if missed, means worse outcomes?
Do we have written confirmation they've stopped exploring other alternatives because of our specific differentiator?
Has the buying team stuck to a "backdated" set of tasks/milestones? Are we ahead or behind where we thought we'd be?

According to Nasralla, each "yes" increases your odds of closing. The key insight is focusing on evidence of buying behavior rather than selling activity.

3. Link to Evidence

The final section of Nasralla's scorecard includes links to actual evidence:

Link to the actual business case document
Link to the business case scorecard

This creates accountability and ensures decisions are based on evidence, not hope or optimism. Written documentation that can "be in the room when you're not" is critical to deal success.

Want a copy of Nate’s template? Grab it by clicking the image below

Click the image to make a copy

Want to go deeper on this topic? Here’s a 30-minute webinar where Nate breaks this down in more detail:

Click the image to watch

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