HistoryMedium
Dr. Aaron Feld
Telehealth Operations Lead · Caraway HealthScenarioInbound demo
A prospect who requested a demo after researching the product. They're interested but need to see clear value and fit for their use case.
Performance
67/100
StrongPractice8:00
Strong discovery, loose on the close
A solid inbound demo for a guarded, technical healthcare buyer, with the usual soft landing. Alex ran strong discovery on volume and escalation triggers and articulated clear clinical value. He stumbled on HIPAA before a coaching nudge got him specific and appropriately humble about what's enterprise-tier. The next step was reasonable in shape but not airtight on dates or BAA ownership.
Coached 1×, graded only on what you did on your own
Discovery, value, and rapport were Alex's own; getting specific on HIPAA/BAA came after a single coaching prompt.
Strengths
- Nailed down clinical escalation triggers in discovery
- Got specific and honest on HIPAA and the BAA rather than hand-waving
Focus areas
- Lead with compliance specifics on a healthcare call, before being pushed
- Tighten the next step. Name the security-review date and the BAA owner