Calls
Hear what your reps say, and what your best rep says differently. The review starts with the calls themselves.
For SaaS founders with a first sales team
The only fractional sales leadership built from your best rep's calls
You have just moved from founder-led sales to a few reps who are not hitting quota. An experienced sales leader works with your team part-time, hands-on, coached in person by the founder who runs the practice.
What does our best rep do on calls that the others don't?
ReviewCallsPlan
Call 1 · Discovery
Opens by asking what the missed quarter cost the buyer
Call 2 · Pricing
Names the price after the problem, never before it
Process · Stages
The next step is booked inside the call itself
Tools · CRM
Notes are written the same day, in one place
What your best rep already does
1. Asks before pitching
- Lets the buyer say the problem: opens with a question about what the current approach is costing, then stays quiet until the buyer finishes.
- Repeats it back: restates the buyer's own words before price comes up.
2. Ends every call with a date
Books the next meeting before the call ends, instead of promising to follow up by email.
Sample: what a call review can surface. Not a client's calls.
A written plan, built from your own calls
Sample plan, written for illustration
Sales Diagnostic: plan for a first sales team
PlanCallsNext steps
What we saw across the calls, the process and the tools, and the one change to make for each.
Area
Seen on the calls
Change to make
Calls
Reps state the price before the buyer has said what the problem costs.
Copy the best rep’s order: problem first, price second.
Process
Next steps are agreed by email after the call ends.
Agree the next step on the call, before anyone hangs up.
Tools
Call notes live in three different places.
Keep one record and write it the same day.
Reviewed files
- Discovery_call_rep-A.mp3Call
- Pricing_call_rep-B.mp3Call
- Deal_stages_today.pdfProcess
- CRM_field_list.csvTools
Process
Map how a deal moves today, stage by stage.
Tools
Check what the team uses against what the calls need.
1.Listen to the calls
We review recorded calls, the process and the tools your team already uses, as they really run.
2.Find what your best rep does
The rep who already wins shows us the questions, the order and the next step that work. That becomes the system.
3.Write it down, then coach it
You get a written plan. The founder who runs the practice coaches your team through it, in person.
It starts with good questions about your own sales calls
Sample questions a call review asks
What did the buyer say right before they stopped replying?Which question does your best rep ask in the first five minutes?Who decides, and when did a rep first ask?What does the call end with: a date, or a thank-you?
What happens on your calls after the price is said out loud?Where does a deal wait for the founder to step in?What would a new rep copy if they heard only one call?Which part of the call does your best rep never skip?
Why does one rep’s pipeline move while another’s sits?Which tool do reps open that the call does not need?What does your best rep write down, and when?How does a deal get from first call to a second?
A fixed-scope look at every call, step and tool
The Sales Diagnostic reviews calls, process and tools, and ends in a written plan.
Process
See how a deal moves from first call to close, and where it stalls waiting on the founder.
Tools
Check the tools your team uses against what the calls need, and keep only what helps.
The Sales Diagnostic is $2,500, once
One-time purchase
$2,500
Sales Diagnostic
A fixed-scope review of calls, process and tools, ending in a written plan.