Eps 5.0 Design Flow - SDR Calls a Prospect Andrae and Kunz

Here is a role play of SDR calling a Prospect with a wrap-up on the end 

Transcript

SPEAKER_00 0:00

All right, so let's pivot a little bit. You now have a general idea of the individuals involved, sort of what the role they play, what the challenges they have, and at what tenure they they they become. Um So how would how do you want to play this? Do you want to go through just a standard conversation from A to B, B to C to D with no interruptions and just kind of go through it?

SPEAKER_02 0:21

Yeah, let's let's do that. Do you want to and if you need to pop out of character, do it. It's I mean again, it's at the end of the day, it's for uh free aw and team. We want to make sure we give them all the the subsequent details as needed, but I think we pop phase by phase. So let's start with s d r to a e. So you want me to be s d r and do a e or vice versa?

SPEAKER_01 0:38

Okay. As you know. Well then I'll I'll be A E and then we'll we'll flip the roles and then you can be A E and I'll be S E.

SPEAKER_00 0:45

That sounds like a plan. Um, so actually, that's probably a smarter idea. You be the S D R and you be the S E and I'll be the AE. Keep in mind, folks, we're gonna do this completely ad hoc. We're not going off a script. Andre and I, we've been doing this together so long that we can play off each other pretty well. Um and we've heard, we basically heard it all. So uh you'll be either quite amazed or you'll be crying in pain on how we uh roll role play this thing. All right. Nice. All right before before we get started, let's do some parameters here. What account do you want to use? Because I think that's gonna be important, the account name as we go through this process.

SPEAKER_02 1:25

Umny's Johnny's Yeah, and what do they sell?

SPEAKER_00 1:31

What do they do? Yeah, they're a trucking, let's make them a trucking company. All right, Johnny's trucking. Yeah, because trucking will have some compliance and some HR issues and tracking issues, you know, that kind of thing. Um and supply chain and all that. Yeah, yeah, supply chain gas issues, fuel problems. I mean, there's a lot of things in there that from a logistics standpoint that we can play into it. Versus like a Home Depot or a Nike. And you know, that's we've done those enough anyway. Yeah, yeah, exactly. So Johnny's trucking is who we're gonna be now. Okay, great. Hey Andre, how you doing? I'm good. How how are you, sir? I'm doing good. What can I do for you? I'm kind of busy. What's going on?

SPEAKER_02 2:12

Uh, cool. So I I saw some information come across our website that you might be interested in and looking at you know one of our one of our widgets uh over here at uh at forever good. Um yeah, yeah, yeah. Okay, and who am I speaking with?

SPEAKER_00 2:28

Uh my name is Kevin, Kevin Kunz.

SPEAKER_02 2:30

Oh, okay, cool. Um, so what were you actually interested in, Kevin, when you look at uh our forever goods?

SPEAKER_00 2:36

Yeah, so you know, over here, I'm I'm over in the IT side of the business, and a couple of the folks in a last meeting we were at, they were looking for logistical systems to understand. I don't know if you know, but Johnny's is a trucking company. Uh so we do a ton of logistics. You know, we're we're nowhere near the side of FedEx. Basically, it's interesting. FedEx is one of our customers. They offload a lot of uh their business to us to run across country. We're long haul and short haul uh type of business. And we also rent out our um our containers and trucks uh when necessary. But you know, we have our own team of drivers, we don't outsource our drivers.

SPEAKER_02 3:12

Oh, okay. So so your name's Kevin. Great. And so when you look at when you look at forever goods, uh what exactly uh interested you in in us? You know, you're on our website. What exactly were you looking at?

SPEAKER_00 3:31

Yeah, so um when I was checking you guys out for uh as I was searching the web, uh was trying to find some technology out there that can help us manage the amount of goods in a in a trailer. Um too often, you know, we uh we move goods around in trailers that are half empty. And you know, right now we're we're using some legacy technology that was homegrown from years ago. I mean, this industry is not very strong in technology. Um, you know, I have a couple of friends over at Snyder Trucking that that are that are really, you know, they've they've provided some good insights and they mentioned your name. So uh I left you on the website and that's kind of where at. I just kind of want to know what you guys do and how you go about it, and most importantly, how much it costs because you know, um, you know, money's always a problem in a small company.

SPEAKER_02 4:21

Sure, sure, yeah. We get that a lot. And you know, thanks. And we appreciate that recommendation by by your partners. That's that's that's awesome, man. Um, so yeah, like so what I do here, uh, my my name is Johnny as well, even you know, so that's ironic. I think that's pretty cool, right? So we kind of share your name with with your business. Um, but yeah, so like let me tell you a little bit about our business if you don't mind. At Forever Goods, uh, you know, we're we're in the manufacturing space, we do some logistics. Um, but basically what we do is we really provide that ability to kind of look at data. Uh, and you know, I think they call it observability in this space. Um but yeah, it's just the ability for you to kind of look at data and make sense of of your business. So it sounds like this may be a good fit for you. Um, are you when are you looking to to make something happen here?

SPEAKER_00 5:06

Well, yeah, probably pretty quickly.

unknown 5:08

Okay.

SPEAKER_02 5:09

All right, great. Uh and do you know like what the budget is? Like, are you ready to spend? Um, or do you have a certain number that you're looking at as far as what you can spend?

SPEAKER_00 5:19

Yeah, I'm not really in that world. Uh I'm just trying to do investigative work right now. I mean, I mean, they you know, probably trying to keep it low, right?

SPEAKER_02 5:29

Okay. Okay. Uh, and would you be interested in talking to one of our accounting execs further so we can get some details like you know what those numbers would look like and and what you know, I know you said you want to keep it low, so we can we can definitely look at doing that, and maybe we can you know do a demo for you and yeah, let you see the product and and all the things that we offer. That's right. That toss everything out of there.

SPEAKER_00 5:48

Well, yeah, I mean, demo sounds great. I mean, I mean, I can only imagine what a sales rep will will try to tell me. I I really just want, you know, I'm a technologist at heart, so I want to see the tech. I'll worry about the sales aspect once I see you know the technology in action. So I would love to see one of your uh demonstrations. I I did a click through, I saw the YouTube video you had online, um, and that you know, that kind of got me excited. So love to talk to whoever can kind of walk through the products for me.

SPEAKER_02 6:18

Yeah, I can definitely set that up. We'll get you a demo done, you know, ASAP. What timeline works good for you in terms of like maybe getting that demo situated for you?

SPEAKER_00 6:26

Well, I'd love to do something tomorrow at three o'clock.

SPEAKER_02 6:28

Oh, yeah. Let me see what I can do on the schedule. So I might have to call you back, but um, I can sync with the team. Um, I'll definitely bring the accounting zech as well uh because they'll need to, you know, ask some questions maybe after that. We'll we'll make sure we we show you what what we need to show you first, and then we can kind of get to some numbers maybe at the end so that you can have something to tell your business and we can we can see if we can do some business together. How's that sound?

SPEAKER_00 6:49

No, no, that sounds good. And and try to make sure that I've seen a couple of demos of other tech and it's so generic. I mean, it'd be great if you can customize it or show me something that's relevant to my business.

SPEAKER_02 6:59

Yeah, definitely want to do something canned. I'll make sure our SE, you know, our SE's are really good here. So I'll make sure that they show up prepared to, you know, uh dig into your business and understand based on all these details that I gathered today, right? Not a lot, but regardless, yeah, definitely. I'm I'm ready for that. So um I'll get back to you later today with the time, and then hopefully we can have something scheduled for tomorrow. Worst case the day after, but we'll get situated.

SPEAKER_00 7:22

Thanks, Johnny. I appreciate it.

SPEAKER_02 7:24

Oh, anytime. Thank you. It's it's Kevin, right? Yeah, yeah. All right, awesome. Thank you, Kevin.

SPEAKER_01 7:29

All right. All right, there you go.

SPEAKER_00 7:36

I I it was hard for me. It was hard for me to answer those questions with a straight face because as much as the team might think those answers are ridiculous and not really fulfilling, yeah, nine out of ten times that's what we're gonna get.

SPEAKER_02 7:50

Oh, that's all it is, dude. Again, I heard enough that I can call an AE and say I got one, right? Like fish on the line. Is it a nibble or is it a bite? Fish on the line. It's like they have no idea. Like, you know, again, a good SDR, and this is for Freeon team, a good SDR, an even better AE, like an AE has will have pushed back enough on an SDR who shows up with some of these things that they are better equipped to realize that when Kevin offered certain things, like, hey, we sub for other companies, right? We like for Home Depot and others, like we we sub for them. We do long haul, short haul. Dig into that. What's that mean? What's long haul? Is it all the way across the US? Is it are you everywhere? Are you just US based? Are you there's so many more questions that could have been asked that, of course, I'm like, here's the script, that's it. Let me get what I need and get out, right? And then promise everything. I promise the demo, right? Some demo. Yep. Make sure it's not canned, we'll be ready by tomorrow. Like, I'll go, you know, whip this together. You told me that you don't really care to be dealing with you know, to deal with the sales guys and the account execs. And I came right back and said, Yeah, I'll definitely bring him to the call. So, again, the SDR is a kind of a one-track mind. Um, and as crazy or wild as that may seem, that is truly legit, right? And it's not a knock on them. Like again, these are the most inexperienced when it comes to the level of sales. This is kind of their first step into it. And the goal for most companies is again, they do their job, they interact with the SEs and the AEs enough that it's kind of like an on-the-job cross-training. But the reality is you also got to really go back to some of these SDRs, and again, it's kind of like pulling people into the call center. At some point, you got to know that they actually care to get into sales down the road, because if they don't, they're not gonna pick up anything that somebody's putting down, right?

SPEAKER_00 9:36

So yeah, I mean I I peppered in so much great stuff in the beginning, and I knew you wouldn't take the bait for this role playing. But if if that was a real call, I I know you would have dove in. Oh, absolutely. Absolutely. Too much in there. When I when I said low, you should have said, Oh, well, what's low really mean to you? Like, what kind of budget numbers are you used to looking at?

SPEAKER_02 9:58

You know, I know exactly. Oh, yeah. Well, and even time, right? Quickly. What is quickly? Like, you got to qualify all these things, right? So I, you know, again, it was hard for me to not come out of character, right? Because there's so much that you offered, right? So, again, like whether it was the subs that you're doing, long haul, short haul, you mentioned Snyder, right? Like, they use us. Oh, great. How did they how'd you hear about it? Like, what was that? What exactly did they say they use us for? What are the those are key things to key off of? And more importantly, take the notes and go in our own database to say, like, what do we do with Snyder? Like, what do we do with right to kind of figure out a springboard to what we're gonna provide, right? In addition to qualify the timeline, qualify budget, because quickly and low, let me tell you, those don't get you anywhere.

SPEAKER_00 10:42

That was that was fun. That was fun. I know the for the team listening to this, uh you have to understand this is so painful. It's so painful. All right, so.