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Tomas Reyes

RevOps Manager · Kettle & Co
Medium
ScenarioOutbound-sourced discovery

They took the meeting off a cold email or LinkedIn touch — a sliver of interest, but no pain they've named yet. The rep has to create urgency, not respond to it.

Performance

DevelopingPractice6:00

Likeable, but no urgency created

Pleasant, well-matched call that built trust but never built urgency. Alex was likeable and on-message, and both the sizing and the close needed a coach nudge to get off the ground.

Coached 2×, graded only on what you did on your own

Coached twice: one discovery push and the close. Grading reflects only the portions Alex handled on their own.

Strengths
  • Strong, genuine rapport
  • Spoke the buyer's RevOps language
Focus areas
  • Build pain, don't just acknowledge low urgency
  • Quantify the slow leak in dollars or hours
  • Drive the next step instead of nearly defaulting to a PDF

Transcript