Portcast / Activity Review
Week Jun 22–28, 2026 Aircall · HubSpot · Grain
Total Calls
110
Johanna 61 · Mina 49
Calls Answered
65
59% avg connect rate
Meetings Happened
4
Johanna 3 · Mina 1
Meetings Created
11
Johanna 10 · Mina 1
Emails Sent
4,907
incl. sequences
⚡Watchpoints & Next Actions
🟢
Johanna — Protect pipeline momentum
→ Confirm & prep for 8 next-week meetings: Mark, Linsey, Zak, Tom, Neerali, Simon, Yusen, Global PSA
→ All 3 meetings in Grain ✓ — share best call recordings with Mina to help close the gap
→ Watch: 84% connect rate may include short voicemail pickups — Grain recordings can confirm genuine conversations
🟡
Mina — 14 connects → 1 meeting (7% conversion). Fix the talk track.
→ Listen to 3–5 of Johanna's Grain calls — identify opener and objection handling differences
→ James x Portcast (Jul 3) confirmed — prep discovery questions now, don't leave it to the day
→ Kerry Group meeting not in Grain — ensure all meetings are recorded going forward
→ Test a new call opener this week — current approach not converting connected calls into meetings
Aircall "connected" = call answered (includes brief voicemail pickups). Email counts include HubSpot automated sequences. Connect rate benchmark: ≥60% strong · 30–59% moderate · <30% low.
Meetings Done
11
Marco 4 · Wayne 2 · Shrawani 5
In Grain
7
Shrawani 4 · Marco 2 · Wayne 1
New Deals (This Week)
1
Shrawani · Aile Consulting $7,800
↑ +$7,800 vs prev week
Total Active Pipeline
$1.27M
Marco $805k · Wayne $206k · Shrawani $258k
Calls (Aircall)
5
Shrawani only
⚡Watchpoints & Next Actions
🚨
Shrawani · ADAMA — Shortlist decision: end of June (this week)
Grain: ranked above 2 competitors · old vendor shutting down = urgency · "pretty impressive" on Risk Exposure prototype
→ Send tech proposal vs. RFP today — skip POC section per Itamar's ask
→ Send Command Center screenshot + dummy HTML/PDF report example
→ Loop in new Global Logistics Manager joining Jul 1 from day one
🎯
Shrawani · Vedanta — $163k enterprise, 13+ stakeholders (Qualification)
56m Grain call · End-to-end tracking + D&D scope · Rail gap: FOIS API needed · Budget holder not yet identified
→ Send FOIS API coverage note to Vedanta team
→ Follow up with commercial team separately — budget holder not yet in the conversation
→ Get Deepa's Excel OTIF template to establish eval baseline
🟡
Marco · $805k pipeline · 0 calls · 4 meetings (2 in Grain)
→ Insurity ($175k): POC close-out Jul 10 — prepare commercial proposal this week (mid-review quote: "definitely in the right direction", "pretty impressive")
→ SCLCARGO: send port congestion pricing + schedule follow-up (API issue = client-side config, not Portcast)
→ ITOCHU/Shiseido RFP: no notes anywhere — follow up immediately to understand current status
→ 0 outbound Aircall calls this week — needs to resume next week
🟡
Wayne · $206k pipeline · 0 calls · GB Global POC started
44m Grain call · $1.40/AWB agreed · 30 AWBs week 1 · White-label embed in scope · Petrosyan Jun 26: no notes logged
→ Set up 3 portal logins for GB Global + send 30 AWBs to data team — POC clock is ticking
→ Fix split-shipment map display before GB Global accesses the platform
→ Petrosyan Jun 26 catch-up: log call notes in HubSpot — no record of what was discussed
→ $35k in Negotiation (Petrosyan + Pascual) — push for close this week
🔴
Marco & Wayne: 0 Aircall calls this week vs. Shrawani 5 calls — Only Shrawani logged outbound activity. No new deals from Marco or Wayne. Outbound calling must resume across the full sales team next week.
Pipeline: active deals in Sales Pipeline only (excl. Closed Won / Closed Lost). Trial/POC = stage 107358558 · Negotiation = 107358559 · Closing = 107358560. Shrawani's $163k Vedanta deal is in Qualification — flagged separately as the largest pre-trial deal. Email counts include HubSpot sequences.