The War Room

Read the room.
Run discovery.

A live conversation. A real stakeholder. No scripts. No multiple choice. Ask the right questions and see where the deal goes. You will not have every answer. Use the brief as your starting point and fill in the gaps from your own experience.

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Pre-Call Brief

The Expansion Call.
Know what you're walking into.

Read this before you enter the room. This is everything you know going in.

The Company
Meridian Group
Mid-market B2B software company, ~600 employees. Three revenue-facing teams: Enterprise Sales, SMB/SDR, and Marketing. Healthy pipeline but leadership is pushing for more predictable, scalable growth heading into the next fiscal year.
Your Contact
Marcus Reid, VP of Sales
Oversees all three revenue teams. Direct and no-nonsense. Measured on overall revenue attainment and pipeline efficiency, not individual team tools or features. He doesn't care about features. He cares about whether something moves the number. He says exactly what he thinks.
What You Know
Your product is already in the building.
You are an Enterprise Account Executive. You sell a B2B sales intelligence platform that helps revenue teams identify the right accounts to target, understand when those accounts are showing buying signals, and prioritize outreach accordingly. Meridian's Enterprise Sales team has been using your product for account prioritization this past quarter and the feedback has been strong. You're here because you believe there's a broader opportunity across their org. Marcus hasn't asked for this conversation. This call is yours to run.
  • Your product surfaces intent signals, firmographic data, and account activity in one place
  • It integrates with most major CRMs including Salesforce and HubSpot
  • It is used differently across Enterprise, SMB, and Marketing functions, but you need to find out what Marcus's teams actually need before connecting those dots
A Note Before You Go In
The brief gives you the account context. It will not cover everything. Marcus may go deeper than what is written here and that is by design. When he does, draw on your own experience. Reference a conversation you have had, a situation you have navigated, an instinct that has worked for you before. The scenario is fictional. Your experience is real. Use both. How you handle the gaps is part of the game.
What You Don't Know Yet
What problems Marcus's SMB, SDR, and Marketing teams are actually dealing with right now. Whether he sees expansion as a priority. What success looks like to him across the whole org. That's what this call is for.
War Room: Discovery
Marcus Reid VP of Sales, Meridian Group
Deal
MR
Click to Speak
Listening...
or type
Paul's Read
What I was thinking in the moment
"Stop selling. Start asking. I did not pitch Marcus anything. I made him tell me what was broken. Once he said it out loud himself, connecting it back to the platform was the easy part. The discovery was the close."
Debrief
Deal Advanced

Two paths.
Same room.

Your Approach
How you ran the call
Analyzing your approach...
Paul's Play
What actually happened
Marcus opened skeptical: "I'm not sure there's a bigger play here." Paul didn't pitch. He asked what Marcus's other teams were actually dealing with. Marcus revealed the SDR targeting problem and the Marketing misalignment himself.
"That's fair. If this only impacts one team, it should not expand. Help me understand: what are your SDR and Marketing teams running into right now in terms of targeting and pipeline?"
Made Marcus draw the map first. Asked about team pain before connecting anything back to the platform.
When Marcus named the SDR spray-and-pray problem and Marketing/Sales misalignment, Paul connected both back as one visibility gap, not separate use cases.
The deal grew because the problem got bigger. Marcus stopped evaluating a team tool and started evaluating a go-to-market gap.
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