How Helena closed a “closed lost” deal with trumpet

Deals marked as closed lost don’t always stay that way.

Helena, Senior Account Executive at trumpet, shares how a deal she thought was lost turned into a major win—all thanks to trumpet’s Digital Sales Room or Pods as we all them.

The challenge: A lost champion & no clear path forward

Helena first engaged with a company in September last year. The end users were eager to adopt trumpet, but the C-Suite remained hesitant. She managed to secure a meeting with senior decision-makers, but left feeling uncertain about their commitment.

Then, the worst happened—her champion (Global Director of Sales) left the company.

"At this point, I changed the deal to closed lost. But I kept my trumpet Pod up to date."

The solution: Keeping the trumpet Pod active

Rather than letting the deal completely slip away, Helena took a strategic approach by keeping her trumpet Pod updated with fresh, relevant content that added value. This wasn’t about sending follow-up emails that could be ignored—it was about creating a living, breathing resource that continued to deliver value to her prospect, even after she had marked the deal as closed lost.

Each time she updated the Pod, her stakeholders received real-time notifications. This subtle yet powerful engagement strategy ensured that trumpet stayed top of mind within the organisation, even when she wasn’t actively in conversation with them.

Helena continued updating her trumpet Pod with fresh, relevant content such as:

✅ Updated the Mutual Action Plan with with next steps; allowing stakeholders to see a clear path forward—without needing a scheduled call. Instead of chasing for progress updates, decision-makers could access a structured plan on their terms.

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✅ Tagged key stakeholders in the roadmap page to highlight new product updates. This ensured they received automated notifications about new features or improvements directly relevant to their needs, reinforcing the idea that trumpet was continuously evolving in ways that addressed their challenges.

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✅ Revised the business case page to reflect their evolving needs. As their priorities shifted over time, Helena ensured the business case always aligned with their latest objectives. Instead of a static PDF buried in an old email thread, this was a live, interactive document that updated alongside their changing requirements.

The turning point: A key stakeholder engages

After months of silence, Helena received a notification—the company’s Chief Commercial Officer (CCO) had opened her trumpet Pod.

"Not only that, but they started sharing it with 5+ stakeholders I hadn’t met before from different business lines. They watched videos of me walking through our proposal, business case, and ROI breakdown. They were diving into every detail."

This new engagement gave her an opportunity she didn’t have before—direct access to key decision-makers.

With trumpet’s detailed analytics, Helena could track exactly who was engaging with the deal. She could see who had viewed the Pod, when they accessed it, which pages they spent the most time on, and what content they clicked on. Not only that trumpet automatically builds out an org chart of every person engaging with the Pod.

This meant Helena wasn’t just seeing names—she could identify each persons role, name and position within the company. Suddenly, she had a clear picture of the internal decision-making landscape.

This newfound engagement gave her an opportunity she didn’t have before—direct access to key decision-makers who had previously been out of reach. With this intel, she could tailor her outreach and conversations to the right people at the right time, ensuring her message landed with those who had real influence over the deal.

Three weeks later? The deal was closed.

Why this deal wouldn’t have closed without trumpet

1. A centralised buyer journey
The trumpet Pod became a single source of truth for all key resources. It allowed prospects to revisit key materials at their own pace and easily share them internally—even after Helena had marked the deal as closed lost.

"More than just documents, the Pod included bespoke walkthrough videos explaining the business case & ROI, their proposal, and a personalised demo tailored just for them."

2. Multi-threading at scale
The real power of trumpet came from its ability to track unseen stakeholders engaging with the deal.

"Trumpet analytics showed me 5+ new stakeholders I had never met before opened my Pod. I could connect with them individually in an authentic way, and this gave me insight into internal discussions happening behind closed doors."

3. Accurate forecasting & confidence in closing
With real-time engagement data, Helena could commit this deal with confidence, knowing exactly who was interacting with key materials.

"I was walking into discussions with confidence because I knew exactly who was engaging, down to: ‘XYZ has viewed your proposal walkthrough’ & ‘XYZ has downloaded your proposal’."

Final thoughts

Traditional tools like PowerPoints and Google Sheets can’t provide this level of insight—especially when new stakeholders enter the conversation late.

With trumpet Pods, Helena transformed what seemed like a lost opportunity into a major win. Get in touch with Helena here to find out more.