1 min lesson
Listen for the trigger
For each case in "Listen for the trigger", name the signal and the response you would use.
Step 1 of 3
Listen for the trigger
Not every account is ready now. Your job in discovery is to hear the trigger that makes an AE conversation timely and to be honest when there isn't one.
A hiring wave makes onboarding and ramp time a live, expensive problem.
Big codebase changes are where AI tooling pays off and budget gets approved.
Leadership pushing "use AI" turns scattered usage into a standardization project.
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Full explanation
Quantify lightly, don't force ROI
Quantify lightly, don't force ROI
As a Sales Development Representative you're qualifying, not building the business case - that's the AE's job. So quantify just enough to confirm the problem is real. Get a rough number on time lost or onboarding pain, then hand the deeper sizing to the meeting.
A technical buyer will reject an invented ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. faster than no ROI at all. If they say onboarding takes "a few weeks," don't immediately claim Cursor halves it. Note the pain, agree it's worth a closer look and let the AE run the real analysis. Light quantification builds credibility; manufactured numbers destroy it.