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81SCORE
Enterprise Discovery
MEDDPICC 30:40ZoomAbove threshold2026-09-04
Strong opening and the pain was quantified in the buyer's own numbers. Implication questions came after the demo rather than before it.
00:00
30:40
Evidence before judgement — click any marker to jump to the moment it came from.
What worked
- • Opened with a specific observation about their hiring plan rather than a generic intro.
- • Got a concrete figure: fourteen reps starting in Q1.
- • Confirmed the paper process without being asked.
Fix these next call
- • Demoed before establishing what the ramp problem costs.
- • Did not ask who else has to agree before procurement.
Pro tip
You had the number at 04:20 and demoed at 05:18. Swap those around — a demo lands differently once the buyer has said out loud what the problem costs them.
Next best action
Implication-first discovery drill
Ask what the delay costs before you show anything. · about 7 min