An illustrated example of one useful move reaching another rep. Six moments.
01The call
Six minutes in, Andie tells the story of Pine Logistics: the Tuesday a truck sat for nine hours, and what changed. Then she asks if any of that sounds like them. Their VP of Operations says, ‘That’s us, every week.’
02Nobody wrote it down
The story lives in Andie’s head. Down the hall, Rose is about to open her first call with a feature list.
03Adrata finds it
Adrata hears Andie tell a customer story in 24 of her 31 won deals, and drafts a play in her words.
04Ilsa approves it
Ilsa, who runs enablement, hears the clip once. “That’s the call I want every new rep to hear,” she says. She edits one line and sends it to six reps.
051:30 PM
Thirty minutes before Rose’s 2:00 with Ridgeway Logistics, the story is on her invite: one card, one clip, one question to ask.
0643 days later
Ridgeway signs for $42,000.
Next week, the next move: Mia brings a second stakeholder in before the demo.
A story from our sample team, Northwind. Yours starts with 20 minutes and one top rep.
Product preview: look for patterns across people and situations. Build a practice others can use, support its adoption, and decide what evidence to collect.
Customer stories, first-call questions, the second stakeholder. Look across the team for strong examples.
Look at the deal and call context. Decide who could use the move and when it fits.
Make the practice clear enough to use on a real call. Follow its use and what happens on the deals.
Give us 20 minutes with one of your best reps. We send back 3 of their win stories, written so new reps can use them at onboarding or SKO. Yours to keep either way.
