Eps 6.0 Design Flow - SDR Roleplay with AE Transfer Deal

Switched in the next thing. Yeah, so now we're SDR going to talk to the AE. Right. So I'm the AE and you're the SDR? Sure. Why not? Let me keep delivering the goods to you. Well, you're going to be the SC. You're going to be my SC, too, right? That's right. So on the other side, I get to see exactly what to think. 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. I'm going to do this again. I'm going to do a better ring star. That's all school. All school. Anyway, at least you're not doing bongos, you know? That's right. Who's my AE? What's his name? You're a TN1. Yeah, that works. Hey, Johnny, how you doing? Good. Man, how are you? No, okay. We're real busy. We got a lot of stuff going on. It's going to be a great quarter. You know, it's Q4 time and we got to get shit done. And I got to get some dollars in the door. Well, Fred, let me tell you, I got one for you, man. I got them. I got them, dude. Oh, yeah. And they were just, yeah, man. They were spilling all kinds of stuff on us. They're begging for us, man. To a point, check this out, dim on tomorrow. How's that sound? Oh, shit. That's awesome. Awesome. A lot of 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. Okay. All right. Let me look at it. What time are you looking at the mark? Cause I got some calls coming up tomorrow. You know, they, they're just open to tomorrow. So like three o'clock, that work, or you want to be earlier or what? Well, tell me a little bit more. I might have people move some things around. Yeah. What are they, what are they using today? Oh, I don't really have that detail. They, so they talk to Snyder, who was like a, like, you know, we, we deal with Snyder a lot and whatnot. And so they heard good things about it. So they're already on our team, right? As far as forever good. So, you know, we might need to dig some more, some more of that out. I don't really have those details, but I think there's still something there. All right, over you talking to what was the guy in his title? Oh, his title, his name is Kevin Coons. I think I didn't catch his title. He's a technical guy though. So that's going to be great for the demo, you know, because he can really talk tech with our, you know, you know, our SCs. They're goofy like that and they're kind of geeky and stuff. Yeah, that's going to be awesome. Okay. All right. So we got the technology. That's fine. We can get to the line of business from him. So it was, did he offer a lot of good data points? Yeah, man, take 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. I only know what those goods are. Okay. What they really mean by the amount. I figure you're probably going to ask me that too. I don't know, but we can find out on the call tomorrow, right? So it's cool because, you know, they're eager for the call tomorrow. So that's going to be awesome. So when we're there, we can just kind of tease these out. Okay. All right. Do you think any timelines at all as far as, so, you know, is there any? Yeah, man. What's what's the time of the quick? They're trying to move quick, man. Like, yeah, like, what's this quick, mean? Yeah, I don't know, you know, but the other deal that I was working on, they said quick. And I mean, we got that one closed and like, like two months. So, you know, I mean, I don't know. All right. Well, all right. Slow down. Slow down. I sense you're really excited by this. It's good. Yeah, man. Let's stop. I'll stop asking some questions. Just kind of walk me through a reenact how that call went. Like the key things I'd 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 away from it? And ultimately, you know, timelines and numbers, you got any of that? No, man. Thank you're a pretty good accounting second. I mean, nobody normally, my other A's don't ask me these things. So I never really took notes of those. But let me tell you what I did get. So I told you about the partner Snyder, the timeline, you know, they just say quickly. Budget. Yeah, they, you know, they want to keep it low, but at least they want to do something. So that's cool. But I think the demo is going to be the biggest thing. And they do long and short haul, right? And they sub for like Home Depot, buy some other places, right? You know, some of these other, you know, carriers and things like that. But, you know, oh, by the way, on the demo, they, you know, they didn't 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. Something that's kind of specific to their business. Well, yeah, yeah. Okay. Well, you know, Andre, these are best tests. He'll do anything for us. So, so we think of that. 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. Oh, wow. I didn't see that. Oh, did you check out their website? No, no, I just saw the, you know, 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 I, you know, I know it's going 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, I'm talking about man. Yeah, yeah, yeah. So it sounds, it sounds really nice. There's a big company. You mentioned Schneider and a couple of those like they sub for FedEx as well. So there could be something there. It's worth the call. I don't know if it's worth a custom demo. Do you really think we should ask Andre for a custom demo? Yeah, dude. I think he, like you said, Andre is awesome. He's going to, he's going to knock it out of the park. I mean, he's going to love this. And the guy's a real, he's a tech guy. He doesn't really deal with numbers and stuff. And so, you know, I was thinking like he's going to really hit it off with Andre and we kind of use that to maybe get some of these other answers that, you know, that we definitely need to get to. But yeah, I think, I think we got something here. Okay, okay. Well, let me, let me see if I can spin up a call with Andre. I'm looking at his calendar right now. He does have a block at time at three o'clock. Of course, he has a meeting in New York City that ends at three o'clock. But you could probably take this call from a cafeteria. He's at JP Morgan Chase. I'm sure that's not a problem. And he has a flip. And he has a flight at five. So he's got plenty of time. Oh, that's awesome. I'm sorry, man. It's hard for me to keep it straight. All right. Let me, let me call up Andre. Let's get him to do this. And I'll, I'll mention that John, the other John, our manager. He 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. I almost hung up the phone there for a second, though. I did too. I have tears in my eyes. It's so sad to even go through this knowing that this is the reality, dude. And you know, he's nearly like, Oh, Andre, and I'm like, that's exactly how this should work. 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 the meeting at JP Morgan Chase for two and a half hours on site. You know, as if you're going to cut right on time and then still make it to the airport. But you're going to have time in the middle of the squeeze and a custom demo on something you just something that you haven't heard of until like in a few minutes, you know. So, yeah, dude, this is it. And yeah, and the sad part is, you know, I can guarantee you, I think it's called that Andre's about to have the A.E. He's first going to be like, let me come up and freaking, you know, S.E. leader and be like, dude, what the F like this. You got to be kidding me. And then he's going to go call the sales guy and stuff like, Oh, we'll just squeeze this one and do us a solid. See if we could do it. And you just like, you got to be kidding me. But this is how it goes. Yeah, this is not really that far from the truth. This is for you to spot on. It's pretty spot on. Especially when we're dealing with the 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, he's desperate, desperate. Oh, he's very desperate. Well, and that's the thing like to your point in that. As an A, as an account exec, you actually did good. You actually came back with solid questions. The problem is you didn't get solid answers and 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 know, go back to the customer and get the answers that I need and then come back to me. But, you know, to the roleplay, right, the whole essence of this to you, especially as you say, we, we teed it up. End of quarters 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 debt 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 the party you already know is like, well, he missed the first time and then ask none of this. Well, let me at least jump in and by me, I mean my SE, but let's go to call. Yeah, let's do our last, our last, uh, gindie gear. This is awesome. All right, sick boss.