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Anonymized sample call · Identifying details changed

Discovery review / 01

Warehouse visibility

4:26 excerpt · Technical demo booked

82of 100

Coach next

When the CFO appears, pause and map their role before booking the demo.

7 criteria · 7 evidence-backed explanations

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Priya P. + John M.

Discovery call · 4:26 excerpt

Transcript
  1. 00:00Priya

    Hi John, thanks for making time today. How was that soccer tournament last weekend?

  2. 00:18John

    It was great - my son's team actually won. Thanks for asking.

  3. 00:31Priya

    That's awesome. I'd love to spend about 30 minutes today getting to know your operation better. Does that work?

  4. 00:49John

    Absolutely, fire away.

  5. 01:04Priya

    Tell me about your current visibility into warehouse operations - where do things feel opaque right now?

  6. 01:24John

    Our biggest headache is that we're still pulling weekly reports by hand. It takes four hours every Friday and the data is already 48 hours stale.

  7. 02:03Priya

    That's a painful lag. What does that stale data actually cost you in terms of decisions?

  8. 02:21John

    Last quarter we overstocked a line by about $80K because we couldn't see throughput in real time.

  9. 02:48Priya

    That's significant. Who else feels that pain - is it just your team or does it ripple into finance?

  10. 03:12John

    Finance is screaming about it too. Our CFO actually asked me to solve this by Q3.

  11. 03:42Priya

    Got it. So speed-to-insight and cross-team visibility are the two big drivers. Would it be worth setting up a technical demo Thursday to show you exactly how we address both?

  12. 04:14John

    Thursday at 2 p.m. works for me.

The coaching moment

An 82 is useful. This sentence is better.

The score tells a manager where to look. The evidence makes the feedback fair. The next-call experiment gives the rep something they can actually do.

Coach one thing

Try on the next call

“You mentioned the CFO asked you to solve this. What will they need to see before they approve a change?”
Uses the buyer's words
Maps the decision
Easy to practice

What happened here

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The call arrived

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02

Your rubric scored it

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03

Coaching became specific

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