Sales Call Notes: How to Capture Every Detail Without Losing the Deal

BANT QUALIFICATION - TechCorp Discovery Call
Date: January 15, 2026 | Rep: You | Prospect: Sarah Chen (VP Sales)

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BUDGET
Current spend: $75/user/month on Otter.ai (50 users = $3,750/mo)
Annual budget: ~$50K allocated for sales tools
Budget owner: Sarah (can approve up to $75K without CFO)
Timing: New budget approved for Q1, can move fast
QUALIFIER: ✓ QUALIFIED - Budget exists and accessible

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AUTHORITY
Primary decision maker: Sarah Chen (VP Sales) - on this call
Technical stakeholder: Mike Rodriguez (Sales Ops Director) - needs to approve integration
Final approver: Sarah can approve up to $75K solo
                Above $75K needs CFO sign-off (current tool is $45K/year)
Decision process: 2-week evaluation → pilot with 10 reps → full rollout
QUALIFIER: ✓ QUALIFIED - Speaking with decision maker

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NEED
PRIMARY PAIN POINTS:
1. Sales reps spend 2+ hours/day on post-call admin (CRM updates, notes, follow-ups)
   → Business impact: 10 hours/week per rep not spent selling
   → 50 reps × 10 hours = 500 hours/week lost productivity
   → At $150K/year per rep, that's ~$3.75M in lost selling time annually

2. CRM data quality is poor because reps don't update Salesforce
   → Business impact: Can't forecast accurately, deals fall through cracks
   → CFO demanding better pipeline visibility

3. Current tool (Otter.ai) uses bots that make clients uncomfortable
   → Business impact: Reps not using it on client calls (where notes matter most)
   → Sarah's direct quote: "Our clients keep asking 'what's that bot?' and it kills momentum"

CURRENT SOLUTION:
- Tool: Otter.ai (12 months, not working well)
- Problem: Visible bots make client calls awkward
- Workaround: Reps take manual notes, which they hate

IDEAL SOLUTION (in Sarah's words):
"We need something that captures everything without the bot showing up. 
And it needs to push data to Salesforce automatically so reps don't have 
to spend 30 minutes after each call updating fields."

QUALIFIER: ✓ QUALIFIED - Clear, urgent pain with business impact

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TIMELINE
Target implementation: March 1, 2026 (6 weeks from now)
Urgency driver: Q1 OKR to "reduce sales admin time by 50%"
                Board reviewing sales efficiency metrics in March
Evaluation timeline: 
- Week 1 (Jan 22): Demo with Sarah + Mike (Sales Ops)
- Week 2 (Jan 29): 2-week pilot with 10 reps
- Week 3-4 (Feb 5-12): Pilot running
- Week 5 (Feb 15): Pilot results review + decision
- Week 6 (Feb 22): Contracts + onboarding prep
- March 1: Full rollout to 50 reps

Competing priorities: None mentioned - this is top priority for Q1

QUALIFIER: ✓ QUALIFIED - Urgent timeline with executive commitment

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BANT SCORE: 4/4 QUALIFIED ✓✓✓✓

DEAL ASSESSMENT:
- Size: $50K annual (50 users × $83/month × 12 months)
- Probability: 70% (strong BANT, clear pain, urgent timeline)
- Risks: Need to win over Mike (Sales Ops) on Salesforce integration
- Competition: Currently using Otter.ai (dissatisfied), may evaluate Fireflies

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NEXT STEPS:
□ You: Send demo invite for Jan 22 with Mike included (Due: Jan 16)
□ You: Prepare Salesforce integration demo (Due: Jan 20)
□ You: Send case study: "How Acme Reduced Admin Time 60%" (Due: Jan 16)
□ Sarah: Identify 10 pilot participants (Due: Jan 25)
□ Sarah: Get Mike's integration requirements (Due: Jan 20)

FOLLOW-UP EMAIL ANGLES:
- Lead with bot-free positioning (their main pain with Otter)
- Quantify time savings: "Save 500 hours/week across your team"
- Address CRM data quality improvement (CFO's concern)
- Show Salesforce integration depth (Mike's concern)

MEDDIC QUALIFICATION - Enterprise Corp Discovery
Date: January 15, 2026 | Rep: You | Champion: David Lee (Sales Director)

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METRICS (Quantifiable Business Impact)

Current State Metrics:
- 200 sales reps across 4 regions (NA, EMEA, APAC, LATAM)
- Average 12 customer calls per rep per day = 2,400 calls/day
- Reps spend 3 hours/day on admin (CRM updates, notes, follow-ups)
  → 200 reps × 3 hours × 5 days = 3,000 hours/week on admin
  → At $175K avg salary = $262/hour loaded cost
  → 3,000 hours × $262 = $786,000 per week in admin costs
  → Annual cost: $40.9M in non-selling time

CRM Data Quality Issues:
- Current Salesforce data accuracy: ~60% (per Sales Ops audit)
- Forecast accuracy: 65% (VP Sales wants 85%+)
- Deal slippage: 30% of "commit" deals slip each quarter
- Root cause: Incomplete/inaccurate call notes and field updates

Win Rate Impact:
- Reps who take comprehensive notes: 34% win rate
- Reps who don't document well: 18% win rate
- Current team average: 23% win rate
- Target: 30% win rate (would add $12M ARR annually)

Success Metrics (David's Words):
"If we can reduce admin time from 3 hours to 1 hour per rep, that's 
$26M back into selling time. And if we can get forecast accuracy to 
85%, we can make better hiring and resource decisions."

ROI Calculation:
- Investment: ~$200K annual (200 users × $83/month × 12)
- Return: $26M in reclaimed selling time + improved win rates
- Payback: Less than 1 week
- 3-year ROI: 13,000%

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ECONOMIC BUYER (Budget Authority)

Primary Economic Buyer:
Name: Jennifer Martinez
Title: Chief Revenue Officer (CRO)
Budget: $2.5M annual for sales tools and enablement
Authority: Can approve up to $500K without CEO
          Above $500K needs CEO co-signature (our deal is $200K)
Priorities: (from David) "Jennifer cares about three things:
            1. Forecast accuracy (board is on her about this)
            2. Sales productivity (doing more with same headcount)
            3. CRM data quality (marketing needs it for ABM)"

Secondary Economic Influence:
Name: Robert Chang
Title: CFO
Role: Reviews all deals >$100K, focused on ROI
Concern: "Needs to see clear payback period and usage metrics"
Decision weight: Can veto but rarely does if CRO champions

Procurement:
Contact: Lisa Thompson (Procurement Director)
Process: Standard vendor evaluation (security, legal, references)
Timeline: 2-3 weeks once we're selected
Concern: Prefers multi-year contracts (we can offer 3-year with discount)

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DECISION CRITERIA (How They'll Evaluate)

Technical Criteria (from Sales Ops):
1. Salesforce integration depth (must auto-update 15 custom fields)
2. Multi-language support (team operates in 12 languages)
3. Accuracy >90% for transcription
4. Speaker identification without manual input
5. Mobile support (reps take calls on-the-go)
6. Offline capability (poor connectivity in some regions)

Business Criteria (from CRO):
1. Proven ROI with similar-sized companies (need 3 references)
2. Time-to-value <30 days (can't wait 6 months for results)
3. Adoption rate >80% in first 90 days (past tools failed here)
4. Support SLA (24/7 needed for global team)

Vendor Criteria (from Procurement):
1. SOC 2 Type II compliance
2. GDPR compliance (EMEA team)
3. Data residency options (EU data stays in EU)
4. Security questionnaire completion
5. Customer references from Fortune 500

Competitive Criteria:
"We're evaluating you, Gong, and Chorus. Gong is too expensive 
($1,200/user/year) and Chorus requires their recording bot which our 
clients don't like. You're the front-runner if you can prove the 
Salesforce integration works with our custom fields."

Evaluation Scorecard (David shared this):
- ROI & Business Case: 30%
- Technical Fit: 25%
- Salesforce Integration: 20%
- Vendor Stability & Support: 15%
- Pricing: 10%

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DECISION PROCESS (Steps to Signature)

Phase 1: Technical Evaluation (Weeks 1-2)
- Week 1 (Jan 22): Demo with David + Sales Ops team (5 people)
  → Focus: Salesforce integration, multi-language, accuracy
- Week 2 (Jan 29): Technical deep-dive with IT Security
  → Focus: SOC 2, GDPR, data residency, security questionnaire

Phase 2: Business Case & Pilot (Weeks 3-6)
- Week 3 (Feb 5): Pilot kickoff with 20 reps (5 per region)
  → Success criteria: >85% adoption, >2 hours saved per rep/day
- Weeks 4-5 (Feb 12-19): Pilot running, weekly check-ins
- Week 6 (Feb 26): Pilot results presentation to CRO
  → David presents business case with our support

Phase 3: Vendor Selection (Week 7)
- Week 7 (Mar 5): Final presentations from all 3 vendors
  → 60-min presentation to CRO + CFO + VP Sales
- Week 7 (Mar 7): Vendor selection decision

Phase 4: Procurement & Legal (Weeks 8-10)
- Weeks 8-9 (Mar 12-19): Contract negotiation, legal review
- Week 10 (Mar 26): Contracts signed

Phase 5: Implementation (Weeks 11-14)
- Week 11 (Apr 2): Onboarding prep, admin training
- Weeks 12-13 (Apr 9-16): Phased rollout (50 reps per week)
- Week 14 (Apr 23): Full deployment complete (200 reps live)

Target Signature Date: March 26, 2026 (10 weeks from now)
Target Go-Live Date: April 23, 2026 (14 weeks from now)

Decision Committee:
- Jennifer Martinez (CRO) - Final decision maker ✓
- Robert Chang (CFO) - Financial approval ✓
- David Lee (Sales Director) - Champion & pilot owner ✓
- Mike Park (VP Sales Ops) - Technical evaluation lead
- Sarah Kim (IT Security) - Security approval
- Lisa Thompson (Procurement) - Contract negotiation

Approval Sequence:
1. Pilot success → David recommends to CRO
2. CRO approves business case → Sends to CFO for budget
3. CFO approves budget → Sends to Procurement
4. Procurement negotiates → Legal reviews
5. CRO + CFO sign contract

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IDENTIFY PAIN (Technical & Business Pain)

Business Pain (Executive Level):
1. FORECAST ACCURACY (CRO's #1 priority)
   - Current: 65% forecast accuracy
   - Target: 85% forecast accuracy
   - Impact: Board questioning CRO's ability to predict revenue
   - Root cause: Incomplete CRM data from poor call documentation
   - Quote: "The board asked me last quarter why we missed our number 
            by $8M. I told them our data quality is poor. They said 
            fix it or we'll find someone who can."

2. SALES PRODUCTIVITY (CRO's #2 priority)
   - Current: Reps spend 3 hours/day on admin
   - Target: Reduce to <1 hour/day
   - Impact: $26M annually in reclaimed selling time
   - Root cause: Manual CRM updates, note-taking, follow-up emails

3. WIN RATE IMPROVEMENT (VP Sales priority)
   - Current: 23% win rate
   - Target: 30% win rate
   - Impact: $12M additional ARR at 30% vs 23%
   - Root cause: Reps with poor notes miss follow-up opportunities

Technical Pain (Sales Ops Level):
1. SALESFORCE DATA QUALITY
   - 15 custom fields rarely updated accurately
   - Account planning impossible without good data
   - Marketing can't run ABM campaigns without accurate account info

2. CURRENT TOOL FAILURE (Gong)
   - Evaluated Gong 6 months ago
   - Cost: $1,200/user/year = $240K annually
   - Decision: Too expensive, didn't justify ROI
   - Still have the pain, need alternative solution

3. GLOBAL TEAM COMPLEXITY
   - 12 languages spoken across regions
   - Current tools don't handle multilingual calls well
   - Offline capability needed (poor connectivity in some markets)

User Pain (Rep Level - from David's team):
1. "I spend more time documenting calls than taking them"
2. "I forget what clients said because I'm typing instead of listening"
3. "My manager yells at me for incomplete Salesforce data but I don't 
    have time to fill everything out"
4. "I lose deals because I miss follow-up items buried in my notes"

Compelling Event:
- Board review in March (8 weeks) on forecast accuracy
- CRO needs to show progress or face consequences
- This creates urgency to implement solution before March board meeting

Pain Quantification:
- $40.9M annual cost of admin time
- $8M revenue miss last quarter due to poor forecasting
- $12M ARR opportunity from win rate improvement
- Total pain: ~$60M+ annually

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CHAMPION (Internal Advocate)

Primary Champion:
Name: David Lee
Title: Sales Director (manages 50 reps in NA region)
Motivation: "If this works in my region, I get promoted to VP Sales"
Power: Reports to VP Sales, trusted by CRO, owns pilot
Commitment level: 9/10 - actively selling internally
Quote: "I'll make this work. I need this to work. My promotion depends 
       on showing I can drive productivity improvements."

Champion Actions So Far:
✓ Scheduled this discovery call
✓ Shared internal metrics (forecast accuracy, admin time, win rates)
✓ Explained decision process and criteria
✓ Offered to run pilot with his team
✓ Agreed to present business case to CRO
✓ Introduced us to Sales Ops (next week)

Champion Asks:
1. "Give me ammunition to sell this internally"
   → Needs: ROI calculator, reference calls, case studies
2. "Make the pilot successful so I look good"
   → Needs: White-glove support during pilot
3. "Help me build the business case presentation for the CRO"
   → Needs: Executive presentation template, ROI analysis

Champion Risks:
- If pilot fails, David loses credibility (high personal stakes)
- VP Sales could override if not convinced (need to win VP over)
- CRO could choose Chorus if they present better ROI

Champion Development Plan:
□ Weekly check-ins during pilot (David + You)
□ Provide draft business case presentation by Feb 1
□ Coach David on CRO presentation (Feb 20)
□ Celebrate pilot wins publicly (recognition for David)

Secondary Champion:
Name: Mike Park
Title: VP Sales Operations
Motivation: "CRM data quality is my responsibility, I'm judged on it"
Power: Controls Salesforce, influences technical decisions
Commitment: 6/10 - interested but cautious (burned by past tools)
Action: Need to win Mike over with integration demo

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MEDDIC SCORE: STRONG (5.5/6)

DEAL HEALTH ASSESSMENT:
✓ Metrics: Clear, quantified, executive-level pain ($60M+)
✓ Economic Buyer: Identified, accessible through champion
✓ Decision Criteria: Documented, we meet 90% of requirements
✓ Decision Process: Clear timeline, defined steps, known stakeholders
✓ Identify Pain: Compelling event (March board meeting), urgent
⚠ Champion: Strong champion (David 9/10) but need secondary (Mike 6/10)

RISKS:
1. Competition from Chorus (similar positioning, known brand)
2. Mike (Sales Ops) not yet convinced on integration
3. Procurement could slow down timeline (2-3 weeks)
4. Pilot must succeed or David loses credibility

DEAL SIZE: $200K annual (200 users × $83/month × 12 months)
PROBABILITY: 65% (strong MEDDIC but competition risk)
EXPECTED CLOSE DATE: March 26, 2026

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NEXT STEPS (Prioritized):
□ You: Send demo invite for Jan 22 - include Mike Park (Due: Jan 16)
□ You: Prepare Salesforce integration demo with custom fields (Due: Jan 20)
□ You: Send 3 reference customers - Fortune 500, similar size (Due: Jan 17)
□ You: Build ROI calculator showing $26M savings (Due: Jan 18)
□ You: Complete security questionnaire (Due: Jan 25)
□ You: Draft business case presentation for David (Due: Feb 1)
□ David: Identify 20 pilot participants (5 per region) (Due: Jan 28)
□ David: Schedule Sales Ops intro meeting with Mike (Due: Jan 20)
□ David: Get IT Security contact for tech evaluation (Due: Jan 22)

FOLLOW-UP EMAIL STRATEGY:
Subject: "How to reclaim $26M in selling time - Demo Jan 22"

Angle 1: Quantify their pain in their words
→ "$40.9M annual cost of admin time" (their metric)
→ "65% → 85% forecast accuracy" (CRO's goal)

Angle 2: Address competition head-on
→ "Unlike Chorus, we don't use bots that make clients uncomfortable"
→ "Unlike Gong, we're $200K not $240K (and we include lead gen)"

Angle 3: De-risk the decision
→ "3 Fortune 500 references in similar situations"
→ "Proven 30-day time-to-value"
→ "Pilot success guarantee"

Angle 4: Support David's internal sell
→ "ROI calculator for your CRO presentation"
→ "Executive business case template"
→ "We'll help you look good"

DISCOVERY CALL - FinTech Startup
Date: January 15, 2026 | Prospect: Alex Rivera (Head of Sales)

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PAIN (What's Broken)

Current Situation:
- Team: 15 sales reps (growing to 25 by Q2)
- Tool: Manual note-taking in Google Docs
- Process: Reps type notes during calls, copy to Salesforce after
- Pain point 1: "Our reps are terrible at taking notes while talking"
- Pain point 2: "Salesforce is a mess - half the fields are empty"
- Pain point 3: "We can't coach effectively without call recordings"

Specific Examples (Alex's Words):
"Last week, one of our reps lost a $50K deal because he forgot the 
client mentioned a specific compliance requirement. It was in his notes 
somewhere but he couldn't find it when he needed it for the proposal."

"Our VP of Sales asked me yesterday why our forecast is always wrong. 
I told him it's because our CRM data is garbage. Reps don't update it 
because they're too busy typing notes."

"I tried to coach a new rep last week and asked to review his call notes. 
He sent me 3 pages of stream-of-consciousness text with no structure. 
I couldn't even tell what the client's pain points were."

Current Tool Evaluation:
- Tried: Otter.ai (3-month trial, 6 months ago)
- Problem: "Clients kept asking about the bot. Made us look unprofessional."
- Decision: Canceled, went back to manual notes
- Still have the pain, need better solution

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AGITATE (Business Impact)

Quantified Impact:
1. TIME WASTE
   - 15 reps × 8 calls/day × 20 min post-call admin = 40 hours/day
   - 40 hours × 5 days = 200 hours/week on admin work
   - At $120K avg salary = $143/hour loaded cost
   - 200 hours × $143 = $28,600 per week = $1.49M annually
   - Alex's reaction: "Holy shit. I knew it was bad but not THAT bad."

2. LOST DEALS
   - 3 deals lost in last quarter due to poor note-taking
   - Total value: $180K in ARR
   - Root cause: Missed requirements, forgotten commitments, poor follow-up
   - Alex: "Every time we lose a deal to poor execution, I die a little inside."

3. POOR COACHING
   - Can't review calls → can't coach effectively
   - New rep ramp time: 4 months (industry average: 3 months)
   - Cost: 1 extra month × 5 new reps/year = 5 months of unproductive time
   - Impact: ~$250K in lost productivity

4. FORECAST ACCURACY
   - Current accuracy: 55%
   - VP Sales frustrated: "I can't run a business when I don't know what's coming"
   - Board asking questions about pipeline visibility
   - Alex: "This is becoming a career-limiting problem for me"

Emotional Impact (Alex's Words):
"I'm embarrassed to present our pipeline to the board. I know the data 
is wrong but I don't have time to audit every rep's deals. It makes me 
look incompetent."

"Our best rep told me last week she's thinking about leaving because 
she 'spends more time on admin than selling.' That would be a disaster."

"I wake up at 3am worrying about the deals we're losing because of 
sloppy execution. We have a great product but we're losing to competitors 
who just execute better on the basics."

Competitive Pressure:
"Our main competitor just raised $50M. They're going to out-hire us and 
out-execute us if we don't get more efficient. I need my team selling, 
not typing."

What Happens If Nothing Changes:
- Continue losing 3+ deals per quarter = $720K ARR annually
- Best reps leave due to admin burden = $500K+ replacement cost
- VP Sales loses confidence in Alex = career risk
- Forecast accuracy stays poor = board pressure increases
- Competitor out-executes = market share loss

Timeline Pressure:
"Our VP Sales gave me until end of Q1 to fix this. If our CRM data 
quality and forecast accuracy don't improve, he's going to hire a 
Sales Ops person to 'manage me.' That's code for 'you're failing.'"

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SOLUTION (Ideal Outcome)

Alex's Vision of Success:
"I want my reps to walk out of every call with perfect notes in Salesforce 
without them having to think about it. I want to be able to pull up any 
deal and see exactly what was discussed, what was promised, and what the 
next steps are."

"I want to be able to listen to calls and coach my team on what they're 
actually saying, not what they remember saying."

"I want to present a forecast to the board and actually believe the 
numbers I'm showing them."

Specific Success Criteria:
1. ADMIN TIME
   - Current: 20 min post-call admin per rep
   - Target: <

OBJECTION TRACKING - Prospect: John Smith (CEO)

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OBJECTION 1: "We're happy with our current solution (Otter.ai)."
Category: Current Solution / Status Quo
Root Cause: Inertia, comfort, fear of change, perceived sunk cost
Response Strategy:
- Empathize: "I completely understand. Otter is a popular tool."
- Isolate: "Aside from being happy with Otter, are there any other factors that would prevent you from improving sales productivity?"
- Question: "What are some of the things you'd change about Otter if you could?"
- Reframe: "Many of our customers *were* happy with Otter until they realized the cost of awkward bots and manual CRM updates. Are those areas you're looking to improve?"
Resolution: (On call) Prospect admitted: "Well, the bots are a bit awkward with clients, and we still have to manually update Salesforce after each call."
Follow-up: Highlight Glinky's bot-free operation and CRM sync in demo.

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OBJECTION 2: "Your price seems a bit high compared to [Competitor X]."
Category: Price
Root Cause: Value not yet established, comparing apples-to-oranges, budget constraint
Response Strategy:
- Isolate: "Is price the *only* thing preventing you from moving forward?"
- Question: "What specific capabilities are most important to you when evaluating pricing?"
- Reframe: "Our price reflects the 10+ hours per rep per month we save on admin, plus the value of accurate CRM data and new lead generation. How much is an extra 10 hours of selling time worth to your team?"
Resolution: (After call) Need to send personalized ROI calculator.
Follow-up: Create a custom ROI calculation. Reinforce unique value of lead generation and CRM sync.

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OBJECTION 3: "We don't have the internal resources to implement another tool right now."
Category: Timing / Resources
Root Cause: Fear of complexity, lack of bandwidth, prior bad implementation experience
Response Strategy:
- Empathize: "I hear that a lot. Implementing new tools can be a headache."
- Question: "What's the typical implementation process like for new tools at your company?"
- Reframe: "Glinky is designed for rapid deployment. Many of our customers are live in under a week. We save your team hours of manual work *from day one*, actually freeing up resources. What if implementing a new tool *saved* you time?"
Resolution: (On call) Prospect agreed to quick start guide.
Follow-up: Send a simple 3-step Quick Start Guide for Glinky

STAKEHOLDER MAP - Prospect: GlobalTech Solutions

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1. Name: Sarah Jenkins
   Role: VP Sales Operations (Your Primary Contact)
   Motivation:
     - Reduce rep admin time from 3hrs to 1hr/day
     - Improve Salesforce data quality for accurate reporting
     - Implement a "bot-free" solution (burned by previous tools)
     - Personal goal: Get promoted to Director of Sales Ops
   Influence: HIGH (Can champion internally, owns tech stack)
   Relationship: CHAMPION
   Actions:
     - Introduce to VP Sales (economic buyer)
     - Provide Salesforce integration requirements
     - Run pilot with her team
     - Help build business case for executive team

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2. Name: Michael Green
   Role: VP Sales (Economic Buyer)
   Motivation:
     - Increase forecast accuracy to 90%+
     - Increase win rates by 5%
     - Improve sales productivity & pipeline velocity
     - Personal goal: Hit quarterly targets & impress CEO
   Influence: HIGH (Approves budget, ultimate decision-maker)
   Relationship: NEUTRAL (Currently unknown)
   Actions:
     - Needs to see clear ROI & business impact (from Sarah)
     - Needs to understand how solution scales globally
     - Needs to be confident in implementation & adoption

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3. Name: David Lee
   Role: Director of IT Security
   Motivation:
     - Ensure data privacy & compliance (GDPR, SOC 2)
     - Prevent data breaches
     - Avoid integration headaches with existing systems
   Influence: VETO (Can block deal if security concerns)
   Relationship: UNKNOWN (Need to engage early)
   Actions:
     - Needs to receive security questionnaire
     - Needs deep dive on data encryption & storage
     - Needs to approve integration architecture

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4. Name: Emily Wong
   Role: Salesforce Administrator
   Motivation:
     - Maintain Salesforce integrity
     - Ensure smooth integration with minimal custom coding
     - Avoid unnecessary tickets from sales reps
   Influence: MEDIUM (Can make integration difficult or smooth)
   Relationship: UNKNOWN (Need to engage)
   Actions:
     - Needs to see technical demo of Salesforce integration
     - Needs to review field mapping & data flow
     - Needs to know support plan for post-launch issues

TIMELINE & NEXT STEPS - Prospect: Green Innovations

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DATE OF CALL: January 15, 2026 | Rep: You | Prospect: Maria (CFO)

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AGREED NEXT STEPS

| Action                                     | Owner | Due Date   | Purpose (Value to Prospect)                                  |
|--------------------------------------------|-------|------------|--------------------------------------------------------------|
| Schedule Technical Deep Dive with IT Dept  | Maria | Jan 18     | Ensure Glinky integrates seamlessly with existing systems    |
| Review Glinky's Security Documentation     | Maria | Jan 20     | Address compliance concerns & ease IT approval process       |
| Provide Internal Usage Data (Admin Time)   | Maria | Jan 22     | Build accurate ROI case showing cost of manual notes         |
| Prepare ROI Presentation for Executive Team| You   | Jan 25     | Help Maria present a compelling financial case for Glinky    |
| Send Glinky Case Study (Similar Industry)  | You   | Jan 16     | Show how peers achieved X% cost savings & Y% productivity    |
| Follow-up Meeting (Decision Call)          | Maria | Feb 1      | Final decision on Glinky for Q1 rollout                      |

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DEAL TIMELINE (As Discussed)

- Jan 18-20: Technical & Security Review
- Jan 22: Internal Data Gathering
- Jan 25: ROI Presentation Prep
- Feb 1: Final Decision Call
- Feb 5-15: Contract & Legal Review
- Feb 20: Glinky Implementation Kickoff
- March 1: Full Glinky Rollout (All 150 Users)

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DEAL STATUS: Moved from "Discovery" to "Evaluation"
EXPECTED CLOSE DATE: February 15, 2026

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SALES CALL SUMMARY - Acme Corp (Discovery Call)
Date: Jan 15, 2026 | Rep: You | Prospect: Sarah Chen (VP Sales)
Duration: 45 min | Sentiment: Positive

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AI-GENERATED OVERVIEW:
This was an initial discovery call with Sarah Chen, VP Sales at Acme Corp, a 50-person sales team. 
Primary pain points revolve around significant time spent on post-call admin (2+ hours/day/rep) 
and poor CRM data quality in Salesforce, leading to inaccurate forecasting. They previously 
tried Otter.ai but found the bots disruptive. They are looking for a bot-free solution that 
automates CRM updates and improves sales productivity.

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BANT QUALIFICATION:

BUDGET:
- Current spend on existing solution (Otter.ai): $3,750/month ($45K/year).
- Alex confirmed $50-75K annual budget for a new solution is available.
- Sarah (VP Sales) has approval authority for this amount.
- Status: ✓ QUALIFIED

AUTHORITY:
- Primary decision maker: Sarah Chen (VP Sales).
- Technical stakeholder: Mike Rodriguez (Sales Ops Director).
- Sarah can approve up to $75K. CFO for >$75K (our deal is ~50K).
- Status: ✓ QUALIFIED

NEED:
- Primary Pain: Sales reps spend 2+ hours/day on post-call admin instead of selling. 
  Quantified as $1.5M annually in lost productivity.
- Secondary Pain: Poor CRM data quality in Salesforce leading to inaccurate forecasting. 
  CFO expressing concerns.
- Tertiary Pain: Awkward bots from previous solution (Otter.ai) caused client discomfort.
- Ideal Solution: Bot-free, automatic Salesforce updates.
- Status: ✓ QUALIFIED - Clear, urgent, quantified pain.

TIMELINE:
- Target implementation: March 1, 2026 (6 weeks).
- Urgency: Q1 OKR to reduce admin time by 50%. Board review in March.
- Evaluation steps: Demo (Jan 22) → 2-week pilot (Jan 29) → Decision (Feb 15).
- Status: ✓ QUALIFIED - Urgent with defined process.

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KEY PAIN POINTS (Alex's Words):
"Our reps are terrible at taking notes while talking."
"Salesforce is a mess - half the fields are empty."
"Clients kept asking about the bot [Otter.ai]. Made us look unprofessional."
"I wake up at 3am worrying about the deals we're losing because of sloppy execution."

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OBJECTIONS (And How They Were Handled):
1. "Happy with Otter.ai."
   - Response: Acknowledged, then probed on "awkward bots" and "manual Salesforce updates."
   - Outcome: Prospect admitted dissatisfaction with Otter's bots.
2. (No other major objections raised, focus was on problem-solving.)

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STAKEHOLDERS:
- Sarah Chen (VP Sales): CHAMPION, Economic Buyer, owns pain.
- Mike Rodriguez (Sales Ops Director): TECHNICAL INFLUENCER, needs to approve Salesforce integration.
- CFO (Unidentified): FINANCIAL INFLUENCER, reviews deals >$75K. Concerned about forecast accuracy.

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NEXT STEPS:
□ You: Send demo invite for Jan 22 to Sarah and Mike (Due: Jan 16)
□ You: Prepare ROI calculation based on their numbers ($1.5M savings) (Due: Jan 18)
□ You: Send case study: "How Acme Reduced Admin Time 80%" (Due: Jan 16)
□ Sarah: Identify 10 pilot participants (Due: Jan 25)

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CRM UPDATES (AUTOMATICALLY SYNCED):
- Deal Stage: Discovery → Evaluation
- Next Activity: Demo Scheduled (Jan 22)
- Expected Close Date: February 15, 2026
- Opportunity Notes: Full summary above synced to Salesforce
- Tasks: All next steps created as tasks in Salesforce with owners & due dates
- Lead Gen Suggestion: Prospect for Sarah's peers in similar companies.