BDR Disco Coaching

• BD

• Customer Name

• Manager

  Darius

  Joe

  Rosie

• Date

  Date

Intro

• Did the BD establish rapport with the customer?

  Yes

  No

  n/a

• Strong rapport building or could this improve?

  Strong

  Good

  Needs improvement

• Outcome Statement (the outcome they would get by introducing our operations platform)

  Yes

  No

  n/a

• Something to back up the Outcome Statement (use case, industry reference etc)

  Yes

  No

  n/a

Budget

• Did the BD explain the pricing model?

  Select Yes, well explained No, didn't cover at all No but informed the customer that an AE will review pricing

  • Yes, well explained
  • No, didn't cover at all
  • No but informed the customer that an AE will review pricing

Need

• BD uncovered customer's business pain points?

  Yes

  No

  n/a

• BD uncovered the customer's personal pain points?

  Yes

  No

  n/a

Authority

• Did the BD confirm who else is involved in the buying process?

  Yes

  No

  n/a

Timeline

• Did the BD uncover when the expected purchase date would be for a software?

  Yes

  No

  n/a

Sales Fundamentals

• Identification of customer pain?

  Strong

  Good

  Needs improvement

• Matching pain to product solution?

  Strong

  Good

  Needs improvement

• Digging deeper into pain points?

  Strong

  Good

  Needs improvement

• Did the customer speak more than the BD?

  Yes

  No

  n/a

• Objection handling?

  Strong

  Good

  Needs improvement

• Platform pitch? (BD mentioned all products)

  Yes, covered all products

  Covered 2 products

  Focused on one product

Closing

• Opp created?

  Yes

  No

  n/a

• Did the BD 'sell the sizzle' (benefits of meeting with an AE)

  Yes

  No

  n/a

• Provided clear next steps in the buying process if the customer is moving forward with us?

  Yes

  No

  n/a

Focus

• Leave notes here for overall DM notes and areas to work on: