CFO Discovery
David Chen · CFOStrong rapport and active listening. Business impact was not quantified.
Evidence before judgement — click any marker to jump to the moment it came from.
MEDDPICC components
Rubric criteria
Discovery
21/30
- Did the rep quantify the business impact in money or time?Ramp time was stated but never converted to cost.
- Did the rep ask at least one implication question before pitching?Asked how the ramp shows up operationally at 2:14.
- Did the rep confirm who else is involved in the decision?Confirmed the board sign-off requirement at 6:42.
Objection Handling
14/25
- Did the rep probe the objection before answering it?Answered the implementation concern immediately at 3:42.
- Did the rep use a relevant proof point?Cited a comparable retail rollout.
Close
13/20
- Was a specific next step agreed with a date?Next step agreed in principle only.
- Did the rep summarise the buyer's own words back to them?Recapped the ramp problem accurately.
What worked
- • Opened an operational thread before pitching product.
- • Held the conversation when the buyer pushed back on prior vendors.
- • Confirmed who else is involved in the decision.
Fix these next call
- • The nine-month ramp was never converted into money.
- • Answered the implementation concern instead of probing what went wrong before.
- • Closed without a dated next step.
Pro tip
When a buyer gives you a number, always ask what it costs them. “Nine months to quota — what is a month of an unproductive rep worth to you?” turns a fact into a business case.
Human review — Jamie Chen
Agrees with AI76Agree with the AI on discovery. I would score the objection handling slightly higher — the proof point was well chosen, it was the probe that was missing.
Next best action
5-min learning → CFO discovery practice → reassess
Ask: “What happens if this continues for six months?” · about 5 min