Eps 6.0 Design Flow - SDR Roleplay with AE Transfer Deal

Now we will call the AE and role-play how this prospect looks and convince to have a meeting with the SE and the client

Transcript

SPEAKER_00 0:00

Switch to the next thing. Yeah. So now we're SDR going to talk to the AE.

SPEAKER_01 0:06

Right. So I'm the AE and you're the SDR?

SPEAKER_00 0:10

Sure, why not? Let me keep delivering the goods to you.

SPEAKER_01 0:13

Or or Well, you're gonna be the S C you're gonna be my S E too, right? So That's right.

SPEAKER_00 0:18

So on the other side I get to see exactly what you picked up and regurgitated.

SPEAKER_01 0:23

Yeah, we might need to pull a third party into this conversation. It would be nice. Okay, so I'm the AE, you're calling me up. Yep.

SPEAKER_00 0:30

I'm gonna do this again.

SPEAKER_01 0:36

It's old school. Old school. Yeah. Anyway, uh, at least you're not doing bongos, you know. So that's right. Who's my AE? What's his name? Do a European one. Yeah, that works.

SPEAKER_00 0:51

That works.

SPEAKER_01 0:52

That's awesome. Hey Johnny, how you doing?

SPEAKER_00 0:55

I'm good, man. How are you?

SPEAKER_01 0:57

Uh doing okay, doing okay. We're real busy. We got a lot of stuff going on. It's gonna be a great quarter. You know, it's uh Q4 time, and we gotta get shit done, man. I gotta get some dollars in the door.

SPEAKER_00 1:08

Well, Fred, let me tell you, I got one for you, man. I got them. I got them, dude. Like, oh yeah? And they were just, yeah, man, they were spilling all kinds of stuff on us. They they're begging for us, man. Uh and to a point, check this out. Demo tomorrow. How's that sound? Oh shit, that's awesome. Awesome. What time? Yeah. I mean, you just said you're trying to get them in the boat. I mean, I think this one right here, they're ready.

SPEAKER_01 1:28

Okay. All right. What time are you looking at? What time are you looking at tomorrow? Because I got I got some calls coming up tomorrow.

SPEAKER_00 1:33

Uh, you know, they they're just open to tomorrow. So uh like three o'clock that work, or you want to be earlier or what?

SPEAKER_01 1:39

No, well, tell me a little bit more. I might have might be able to move some things around. Like uh what are they uh what are they using today?

SPEAKER_00 1:47

Uh oh, I don't really have that detail. But let me tell you, they so they talked to Snyder, who was like a uh like you know, we we deal with Snyder a lot and whatnot. And so they heard good things about us, so they're already on our team, right? As far as forever good. Um, so you know, we might need to dig some more some more of that out. I don't really have those details, but um I I think there's still something there.

SPEAKER_01 2:06

All right. Who were you talking to? What was the guy and his title?

SPEAKER_00 2:10

Uh oh, his title. His name's Kevin Coons. Um I didn't catch his title. He's a technical guy, though. So that's gonna be great for the demo, you know, because he can really talk tech with our, you know, you know our SEs, they're they're goofy like that, and they're like kind of geeky and stuff. That's gonna be awesome.

SPEAKER_01 2:24

Okay, all right. So we got the technologists. That's fine. We can get to the line of business from him. So did he offer a lot of good data points?

SPEAKER_00 2:31

Yeah, man, check this out. So he said that they, you know, what they're trying to do is really manage like the amount of goods in the trailer. Oh shoot. Uh, I don't really know what those goods are. Um what they really mean by the amount. I figure you're probably gonna ask me that too. Um, I don't know, but we can find out on the call tomorrow, right? So it's cool because you know they're they're eager for the call tomorrow, so that's gonna be awesome. So when we're there, we can just kind of tease these out, okay?

SPEAKER_01 2:53

Okay, all right. Do did they give any timelines at all as far as uh you know, is there anything else? Yeah, man. What's what's the move quick?

SPEAKER_00 3:00

They're trying to move quick, man.

SPEAKER_01 3:01

Well, what's like yeah, like what does quick mean?

SPEAKER_00 3:04

Yeah, I I don't know, you know, but the other deal that I was working on, they said quick, and I mean we we we got that one closed in like what like two months? So, you know, I mean, I don't know. All right, well, I'll tell you what. I'll take it this is pretty good.

SPEAKER_01 3:16

All right, well, all right, slow down, slow down. I I sense you're really excited by this. This is good, yeah, man. Um let's let's stop. I'll I'll stop asking some questions. Just kind of walk me through, reenact how that call went. Like the key things I'll be looking for is so what are they using today? What do they like about it? What don't they like about it? Why are they moving um away from it? And ultimately, you know, timelines and numbers. You you got any of that?

SPEAKER_00 3:42

Uh no, man. Um dang, you're a pretty good uh accounting second. I mean, we nobody normally my other AEs don't ask me these things, so I never really took notes of those. Um, but let me tell you what I did get. So uh I I told you about the partner Snyder, the timeline, you know, they just say quickly, um, budget. Yeah, they you know they want to keep it low, but at least they want to do something, so that's cool. Um, but I think the demo is gonna be the biggest thing. And they do long and short haul, right? They sub for like Home Depot, probably some other places, right? You know, some of these other you know, carriers and things like that. Um, but you know, oh, by the way, on the demo, they you know, they he did make a comment that, you know, he doesn't want to see generic. So I think we can really win this if we do something that's just not generic, um, something that's kind of specific to their their business. Uh well, yeah, yeah.

SPEAKER_01 4:30

Yeah, okay. Well, you know, Andre, he's our best SCE. He'll do anything for us. So um so we can figure that out. Yeah, I'm looking at their website, they're pretty extensive. You know, they have like what appears to be about a thousand trailers across the US and about six different depots. Um wow, I didn't I didn't even see that. Oh, did you check out their website?

SPEAKER_00 4:50

No, no, I just saw the you know, the I was looking at I was just looking at our database and I saw where it popped in. They were looking at us yesterday on our website, and you know, I'm just going down my list, and uh, you know, I know it's coming into the quarter and you're kind of going through some things, and I just want to make sure that we, you know, always trying to get these wins. You know what I mean? You know what I'm talking about, man?

SPEAKER_01 5:07

Yeah, yeah, yeah. So I it sounds sounds really mean. There's a big company. You mentioned Schneider and a couple other looks like they subbed for FedEx as well. So there could be something there. Uh, but uh, you know, that's worth the call. I don't know if it's worth a custom demo. Do you really think we should uh ask Andre for a question that monkeys?

SPEAKER_00 5:24

Yeah, dude. I think he, you know, like you said, Andre's awesome, dude. He's gonna he's gonna knock it out of the park. I mean, he's gonna love this. And the guy's a real he's a tech guy, he doesn't really deal with numbers and stuff. And so I'm you know, I was thinking like he's gonna really hit it off with Andre, and we can kind of use that to maybe get some of these other answers that you know that we definitely need to get to. But um, yeah, I think I think we got something here.

SPEAKER_01 5:44

Okay, okay. Well, let me let me see if I can spin up a call with Andre. Uh I've been looking at his calendar right now. He does have a block of time at three o'clock. Of course, he has a meeting in New York City that ends at three o'clock, but he could probably take this call from a cafeteria. He's at JP Morgan Chase. I'm sure that's not a problem. Um, and he has a flight, and he has a flight at five, so he's got plenty of time. Um, that's awesome. I'm sorry, man. It's hard for me to keep it in straight face. Uh all right, great. Let me let me call up Andre and uh let's get him to do this. And I'll I'll mention to John, um, the other John, the our manager, um, yeah, my R VP, uh we might have a fish on a hook here. So I'll just keep him up as well. All right, cool. Thanks, brother. Appreciate it. Yeah, man. Anytime. All right, bye. Bye. I almost hung I almost hung up the phone there for a second, by the way. I did too. And I almost dude, I got tears, I have tears in my eyes.

SPEAKER_00 6:41

It is it's so sad to even go through this knowing that this is the reality, dude. Like, as you're you know, he's near and dear, like, oh, Andrew. And I'm like, that's exactly how the shit works. That's exactly how the schedule is, too. It's like, all right, well, you got a two-hour window to wrap up your you know, salutations with a customer that you've probably been in a meeting at JP Morgan Chase for two and a half hours on site, you know, as if you're gonna cut right on time and then still make it to the airport, but you're gonna have time in the middle to squeeze in a custom demo on something you just something that you haven't heard of until like in a in a few minutes, you know? So yeah, dude. This this is it. And yeah, and the sad part is, you know, I can guarantee you after this call that I'm that Andre's about to have the A, he's first gonna be like, let me call him a freaking you know, SC leader and be like, dude, what the F? Like this, you gotta be kidding me. And then he's gonna go call the sales guy and the stuff, like, oh we'll just squeeze this one into it's a solid, see if we can do it. And you're just like, you gotta be kidding me, but this is how it goes.

SPEAKER_01 7:42

Yeah, yeah. This is not really that far from the truth. This is pretty spot on. It's pretty spot on, especially when we're dealing with mid-market and commercial, because those guys are trying to cut deals. And if this sales rep is not even near his number for the year, and using Q4, he's desperate. Desperate.

SPEAKER_00 8:02

Oh, he's very desperate. Absolutely. Well, and that's the thing, like to your point, in that as an A as an accounting exec, you actually did good. You actually came back with solid questions. The problem is you didn't get solid answers, and you you were okay with it. You were like, all right, next phase, and it's like, no, all those red flags at some point, you gotta be like, yeah, no, go back to the customer and get the answers that I need and then come back to me. But you know, to the role play, right? The whole essence of this to you, especially as you say, we we teed it up. End of quarter's coming, etc. Or even if it's not end of quarter and you know you're far from your from your number, everything feels like end of quarter. So you're like depth to your point, desperate to do it, and you don't want to waste and burn the time of sending the SDR to go get those questions because a part of you already know is like, well, if he missed the first time and didn't ask none of this, well, let me at least jump in. And by me, I mean my S E, but let's let's go to the call and go make some maps, you know? So, anyhow, let's do our last our last uh shin dig here. This is awesome. All right, second pause.