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

All right, so let's pin it a little bit. You now have a general idea of the individuals involved, sort of what their role they play, what the challenges they have, and what tenure they've become. So how do you want to place? 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? Yeah, let's do that. If you need the pop out of character, do it. Again, at the end of the day, it's for free art in team. We want to make sure we give them all the subsequent details as needed, but I think we pop phase by phase. So let's start with SDR to Ae. You want me to be SDR to Ae, or vice versa. Okay. As you know, I'll be Ae and then we'll flip the roles and then you can be Ae and I'll be S. That sounds like a plan. So actually, that's probably a smarter idea. You'd be the SDR and you'd be the S.E. And I'll be the A. And keep in mind, folks, we're going to 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. And we've heard, we've pretty secretly heard it all. So you'll be either quite amazed or you'll be crying and pain and how we role play this thing. All right. Nice. All right. Before we get started, let's do some parameters here. What account do you want to use? Because I think that's going to be important. The account name as we go through this process. Let me call it Johnny. Johnny. And what is it? Yeah. And what do they do? Yeah. They're a trucking. Let's make them a trucking company. All right. Johnny's trucking. Just trucking all have some compliance and some HR issues and tracking issues, you know, they're going to think. And it's fine. 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, exactly. So Johnny's trucking is who we're going to be. Okay, great. Hey, Andre, how you doing? I'm good. How are you, sir? I'm doing good. What can I do for you? I'm kind of busy. What's going on? Cool. So 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 over here at forever good. Yeah. Yeah. Okay. And who am I speaking with? My name is Kevin Kevin Coons. Okay. Cool. So what were you actually interested in, Kevin, when you look at our forever goods? Yeah. So, you know, over here, I'm over in the IT side of the business and a couple of the folks in the last meeting we're at. They were looking for logistical systems to understand. I don't know if you know, but Johnny's is a trucking company. So we do a ton of logistics, you know, we're nowhere near to the side of FedEx. Usually it's interesting FedEx is one of our customers. They offload a lot of 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 containers and trucks when necessary. But, you know, we have our own team of drivers. We don't outsource our drivers. Okay. So, so your name's Kevin. Great. And so, so when you look at, when you look at forever goods, what exactly, uh, interested you in us and you're on our website, what exactly were you looking at? 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 could help us manage the amount of goods in a trailer, uh, just as 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 ongrown 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, uh, that are, that are, they're really, you know, they've, they've provided some good insights and they mentioned your name. So, uh, I left you on the website. That's kind of where I, I just kind of want to know what you guys do and how you go about it. And most importantly, how much it costs is, you know, um, you know, money's always a problem in the small pump. 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 can kind of share a 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 your business. So it sounds like this may be a good, a good fit for you. Um, are you, what are you looking to, to make something happen here? I'm probably pretty quickly. Okay. 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 you can spend? Um, not really in that world. I'm just trying to do investigative work, right? I mean, I mean, they, you know, probably trying to keep it low, right? Okay. Okay. And would you be interested in talking to one of our account 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, you know, let's you see the product and, and all the things that we offer. Right. Yeah, toss everything out there. Well, yeah. I mean, demo sounds great. I mean, I can only imagine what a sale group will, we'll try to sell me. I really just want, you know, I'm a technologist at art. So I want to see the tech. I'll worry about the sales aspect. Once I see, you know, the technology and action. So I would love to see one of your demonstrations. 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 I'd love to talk to whoever can kind of walk through the products for me. Yeah, I can definitely set that up. Will it get you a demo done, you know, a sat what, what timeline works good for you in terms of like maybe getting that demo situated for you? I'd love to be with something tomorrow at three o'clock. Oh, yeah. Let me see what I can do on the schedule. So I might have to call you back, but I can sync with the team. I'll definitely bring the account exec as well. 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? Yeah, that sounds good. And I'm trying 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. Yeah, definitely want to do something canned. I'll make sure our SC, you know, our SCs are really good here. So I'll make sure that they show up prepared to, you know, dig into your business and understand based on all these details that I gather today, right? Not a lot. But regardless, yeah, definitely. I'm ready for that. So I'll get back to you later today with the time. And then hopefully we can have something scheduled for tomorrow worst case of the day after. But we'll get situated. Thanks, Johnny. I appreciate it. Oh, any time. Thank you. It's Kevin, right? Yeah. Yeah. All right. Awesome. Thank you, Kevin. All right. All right. There you go. It was hard for me. It was hard for me to answer those questions with a straight face things as much as the team might think those answers are ridiculous and not really fulfilling. Yeah. Nine out of 10 times. That's what we're going to get. That's all it is. Again, I heard enough that I can call it AE is that I got one, right? Like fish on the line. Is it a nibble in the bite? Fish on the line. They have no idea. Like, you know, again, a good SDR. And this is for a free on team, a good SDR and even better AE. Like an AE 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 all 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. For some demo. Yeah. 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. And it's 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 essays 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 going to pick up anything that somebody's putting down, right? So. Yeah. And then I peppered in so much great stuff in the beginning. And I knew you wouldn't take the bait for this whole thing. But if that was a real call, I know you would have dove in. Oh, absolutely. Absolutely. When I said when I said low, you should have said, oh, well, what slow really mean to you're like, well, what kind of budget numbers are you used to look at? I know. Exactly. Oh, yeah. Oh, and even time, right? Quickly. What is quickly? Like you got to qualify all these things, right? So, you know, again, it was hard for me to not come out of the character, right? Because there's so much that you offered, right? So again, like whether there was a sub that you're doing long horse or all, you mentioned Snyder, right? Like they use us. Oh, great. How did they, how did you hear from it? Like, what was that? What exactly did they say they use us for? What are those are key things that key off of and more importantly, take the notes and go on our own database to say, like, what do we do with Snyder? Like what do we do? Right? They kind of figure out a springboard to what we're going to provide, right? In addition to qualify the timeline, qualify budget because quickly and low, let me tell you, those don't get you anywhere. That was that was fun. That was fun. I know that the team listening to this, you have to understand this is so handful, it's so painful. All right. So,