Sam Ortiz
CX Operations Manager · Bloom RetailA mid-level contact who likes the product but needs help building the internal business case to sell it up to their leadership.
Performance
Armed the champion, close still a touch loose
A strong champion-building call. Alex resisted the urge to coast on Sam's enthusiasm and did the unglamorous work first, qualifying the committee, the VP's criteria, and the numbers Sam actually had, then co-authored a tight deflection-rate ROI story Sam can defend without him in the room. Two coaching nudges sharpened a feature-y stretch and tightened a soft close. The closing is still where he's relatively weakest. The VP-meeting ownership stayed a little loose.
Alex took two coaching nudges, one to tighten the value framing into a single equation and one to firm up a soft close. He delivered both recoveries in his own words. The discovery and the objection prep were unaided.
- Qualified the buying committee and the VP's real decision criteria before building anything
- Co-built the ROI story in the champion's own numbers and armed them for the VP's pushback
- Read Sam as a partner and kept Sam the author of the case
- Closing is still the weakest link. The mutual step was good, but the VP meeting ownership stayed soft and there was no agreed follow-up after the read
- Lead with the value equation a beat earlier. Alex drifted into capabilities before he tightened it to the dollar figure