Cases / measured for real
Not trained harder. Finally measured.
Six months of scoring every real customer conversation. Not what the seller did, but how far the customer moved.
Read the full case- 21
- conversations
- 14 / 32
- first and best
- 6
- decision stages
The filmDecision score per conversation, out of 60
One account manager. 21 real conversations.
An ongoing coaching program at a B2B services firm. Customer and seller are anonymised.
14The first call: pleasant, but without movement.
32The highest point, in conversation fifteen.
28The final score: the line stays higher.
Coaching rules that stick.
- 01Trade rule
Giving away concessions
Every concession tied to volume, term or decision
- 02Harvest with a date
"We'll talk again soon"
Every decision ends with a date
- 03Recap rule
Call ends open-ended
Thirty-second summary
- 04Triangle call
Everyone calls everyone
At the first signal, fifteen minutes with all three