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From YouTube: TT103 - Introduction to Calls
Description
This is a Tanuki Tech session on 8/21/2023.
For more on Tanuki Tech, see here: https://about.gitlab.com/handbook/marketing/revenue-marketing/sdr/tanuki-tech/
For more on the speaker, see here: https://www.linkedin.com/in/christopher-wang-0835b226/
A
But
yeah
so
today,
what
we
want
to
talk
about
is
our
calls
earlier.
You
talked
about
like
do
we
do
Discovery
by
ourselves?
Do
we
do
it
with
an
AE?
These
are
all
great
questions,
and
so
specific
things
we'll
talk
about
is
what
does
your
workflow
actually
look
like
here?
Right
number,
two:
we're
going
to
talk
about
terminology
and
answer
those
questions
about
when
to
Loop
in
an
AE
we'll
also
talk
about
when
you
get
paid
and
how
your
quota
works.
A
Number
three
will
give
you
cold
call
Best
Practices,
so
some
of
the
things
that
we're
looking
for
here
it
will
be
a
review
for
many
of
you
that
have
already
heard
a
lot
of
this
stuff.
Then
we
want
to
talk
about
Discovery
calls
and
then
how
to
continue
learning.
Okay,
do
that
sound
for
you.
A
B
A
So
how
does
all
this
marketing
stuff
work?
So,
as
you
know,
marketing's
job
is
to
generate
leads,
and
so
a
lot
of
the
things
that
we
do
is
we
create
content
right
so
ebooks
webinars
case
studies,
and
if
you
want
this
content,
then
you
have
to
fill
out
a
web
form
right.
So,
let's
just
say,
I
work
for
Apple
in
the
United
States.
Okay.
So
if
I
were
to
click
download
here,
this
would
turn
into
a
lead
and
then
this
lead
would
actually
get
routed
to
our
teams
so
step.
A
One
marketing
creates
content
step.
Two
we
Market
this
content,
people
download
it
fill
out
the
web
form
step
three.
This
turns
into
a
lead
and
then
so
our
job
is
to
follow
up
with
these
leads
and
to
connect
with
these
people
to
qualify
them
to
see
if
there's
sales
potential
and
then
for
the
ones
that
there
are
sales
potential,
then
we
pass
them
to
our
sales
teams.
Okay,
so
I
just
want
to
show
you
about
all
the
workflows
we
have
we
an
Outreach.
A
So
here
is
how
we
know
which
sequences
to
use
so
spec.
The
answer
is,
it's
a
little
bit
complicated
for
Content.
A
There
is
what
we
call
fy4
cell
stev
Jeep
TM
topics,
but
this
is
this.
This
is
a
collection
which
is
like
a
folder
right,
but
we
have
all
of
these.
What
we
call
sequences
in
here,
a
sequence,
is
just
a
workflow
right
so
day
one
email
gets
sent
out
day
day.
Five
automated
email
gets
sent
out
day,
14,
another
automated
email
gets
sent
out.
Have
you
used
Outreach
before
or
is
this
a
new
platform
for
you.
B
It
was
very,
very
similar.
We
call
them
cadences
rather
than
sequences,
but
yeah.
It's
very,
very
similar.
A
Okay,
awesome
yeah,
so
here's
here's
another
example
this
so
to
read
this
the
which
one
to
use
it's
important
to
understand
the
naming
convention.
So
this
is
fiscal
year,
24
inbound,
aor,
giops
hi
touch
English
and
then
so,
if
you
had
a
Content
mql
that
came
in
that
was
like
someone
downloaded
the
gitops
ebook,
then
you
would
use
this
get
off
sequence.
Okay,.
B
A
So
this
is
exact
same
as
sales
Loft
call,
then
email,
then
LinkedIn
then
call
call
email
you're
a
bdr.
So
let
me
show
you
the
bdr
sequences.
We
actually
have
something
that's
kind
of
interesting
here
we
did
a
bunch
of
analysis
and
then
we
found
out
the
highest
converting
sequences
from
a
data
perspective,
and
then
we
put
all
of
those
sequences
into
its
own
folder.
So
this
is
what
we
call
the
good
outbound
collection
and
over
here
all
of
these
sequences
that
are
being
used
right
now.
A
They
are
like
the
highest
converting
ones
from
a
vdr
perspective
and
we've
also
been
improving
them.
So
every
once
in
a
while,
we'll
Revis
them
edit
them
we'll
work
together
with
sales
on
making
them
better
talk
to
product
marketing,
but
it's
by
use
case
so
like,
for
instance,
when
you
are
sequencing
people
from
bdr
perspective,
there's
cold
Outreach.
You
could
also
be
going
after
closed
lost.
You
could
also
be
going
after
past
leads
that
didn't
go
advaned
further.
A
A
The
way
to
think
about
the
good
out
on
collection
is
like
give
me
the
best
close
law
sequence.
Give
me
the
best
free
user
sequence,
give
me
the
best
Dev
SEC
op
sequence,
and
then
we
put
them
into
this
collection.
Okay,
if
you
so
people
right
now
how
the
process
works,
is
that
people
can
write
sequences
but
to
get
them
activated.
You
have
to
request
permission
from
the
operations
team.
A
Once
you
have
like
from
a
data
perspective,
you
can
come
back
to
us
and
say:
hey
I
wrote
a
sequence.
It's
doing
better
than
what's
in
the
good
collection,
then
it'll
actually
get
promoted
to
the
good
collection
and
we
usually
run
like
spiffs
around
this.
So
it's
like,
if
you
actually
have
messaging,
that
is
the
best,
and
now
it's
helping
out
other
people,
then
we'll
actually
like
financially
reward.
You
a
lot
of
the
time:
okay,
okay,.
B
A
A
review
marketing
creates
content,
they
comes
in
as
leads
for
us.
We
have
collections
in
Outreach.
There
is
many
different
groups
of
collections,
talk
to
your
manager
and
your
onboarding
buddy.
A
lot
of
teams
have
their
own
Collections,
and
one
in
particular
is
to
good
outbound
collection,
okay,
okay,
awesome.
So
to
answer
your
original
question,
like
do
we
do
Discovery
by
ourselves?
I
want
to
talk
about
how
this
generally
Works.
A
Obviously,
sales
is
a
big
organic
organization
and
there's
no
one-size
fits-all
policy
for
every
or
every
AE
that
you're
going
to
be
working
with
right.
But
let
me
just
tell
you
how
this
works
in
general.
Okay,
so
you
sequenced
people
as
part
of
the
sequence.
There
are
call
steps
right
so
when
you're
Cod
calling
these
leads,
that's
what
we
call
cold
call
right.
It's
you
and
the
prospect.
Let's
say
you
have
the
best
cold
call
with
Elon
Musk
and
it
seems
promising
all
right.
You
don't
get
paid
for
that.
A
Okay,
so
at
the
cold
call
really
usually
really
short.
We
usually
don't
do
a
qualification
on
the
first
call
you're
just
sending
a
discovery.
Call
right!
Hey,
do
you
have
some
time
later,
I
know
I'm,
calling
you
the
blue.
Do
you
have
some
time
later
this
week,
so
that
I
can
go
hear
more
about
what
you're
trying
to
do?
Okay,
how's
Thursday
at
two
okay,
great,
like
two
minutes
right?
Okay,
so
then
what
we
have
is
the
Discovery
call.
This
is
the
qualification
call.
A
If
you
have
a
good
Discovery
call
you
can
create-
or
even
if
you
don't
have
a
good
Discovery
call,
you
can
create
a
stage
zero
opportunity
in
Salesforce.
Okay,
so
remember
like
an
opportunity
field
in
Salesforce,
so
it's
sales
stage,
zero.
Okay,
this
discovery
call
is
generally
just
you
and
the
prospect
as
a
bdr.
You
are
responsible
for
the
qualification
yourself.
There
will
be
times
in
which
you
have
a
new
AE
and
he's
he
or
she
says
Hey
I
want
to
I
want
as
much
practice
as
possible.
A
Throw
me
on
every
single
call
that
you
have
right:
that's
very
common
so
but
in
general
you're
responsible
for
qualifying
before
you
push
it
to
Sales.
Okay.
So
after
that
happens,
let's
just
say
you
have
a
great
discovery.
Call
it's
qualified
seems
like
a
great
opportunity.
You
don't
get
paid,
it
doesn't
count
to
your
quota.
Okay,
what
you
do
is,
then
you
set
a
third
meeting
and
then
this
is
the
handoff.
The
sales
handoff.
B
A
So
we
call
this
a
iqm
all
right
and
then,
if
sales
comes
in
and
then
they
say
hey,
this
is
a
great
opportunity.
Thank
you
for
doing
this.
What
they
do
is
they
go
into
Salesforce
and
then
they
actually
click
in
Salesforce
and
convert
your
stage
zero
opportunity
to
a
stage
one
opportunity,
so
they
accept
it.
Okay,
our
nomenclature
here
is:
we
call
these
accepted
meetings,
saos
or
sales
accepted
opportunities.
That's
what
you
actually
get
paid
on.
Okay,
so
are
you
a
strategic
bdr.
B
A
Okay,
so
one
thing
to
keep
in
mind
right
now:
in
this
current
year,
there's
two
different
types
of
bdrs
for
a
strategic
bdr.
You
have
both
first
order
and
expand
opportunities.
Okay,
so
your
quota
actually
has
components
for
both.
One
thing
to
note
is
that
the
business
primarily
cares
about
first
order
opportunities.
So
let's
just
say
that
you
have
a
finite
amount
of
time
right
and
in
your
accounts,
you
feel
confident
that
you
can
get
as
many
first
order
as
expand.
A
Then
the
business
will
pay
you
out
more
for
your
first
order
opportunities:
okay,
okay,
so
you
these
are
your
iqm.
It's
generally
you
and
the
prospect
in
sales,
sometimes
to
essay,
so
different
regions
have
different
things
and
expectations
right
now
in
the
Mia
segment,
they
don't
have
essays
for
iqm
in
the
Enterprise
segment,
so
check
in
with
sales
about
your
own
rules
of
engagement
with
essays.
A
B
It's
pretty
straightforward:
if,
if
during
a
cold
call
I
could
do
that
Discovery
call
do
it
can.
A
B
B
Okay:
okay,
because
I
I've
had
experience
with
like
people
who
would
they
just
really
want
to
talk,
and
then
you
catch
them
at
a
good
time.
They're
actually
looking
for
a
solution-
and
you
know
like
they'll
talk
so
I,
just
kind
of
want
to
see
if
I'm
allowed
to
do
that
or
I
have
to
do
a
secondary
call.
A
Okay,
all
right,
so
one
more
thing
about
your
commission,
so
there's
two
types
of
bdrs:
you
have
major
and
strategic
bdrs
right
now
for
you,
you
should
also
know
that
there's
a
pipeline
contribution
for
your
Target,
so
what
I
mean
by
that
actually
take
that
back.
The
other
type
of
bdr
has
a
pipeline
contribution
so
that
doesn't
affect
you
I.
Take
that
back,
okay,
cool!
So
let's
talk
about
cold
calls.
A
I
want
to
talk
about
best
practices
for
this.
Every
business
has
different
things
that
are
looking
at,
and
so
here
are
some
ingredients
to
a
good,
cold
call.
Okay,
you
might
have
your
own
methodology,
that's
okay
right,
but
we
will
ask
you
to
think
through
some
of
these
things.
A
Okay,
all
right
so
name
a
department
store
that
you
really.
B
Like
department
store,
Nordstrom.
A
Nordstrom,
okay,
so
let's
just
say
that
someone
got
you
a
friend,
a
friend
got
you
a
gift,
it's
something
at
Nordstrom,
you
don't
like
it.
You
have
to
go
return
it
at
Nordstrom,
okay,
there's
only
one
entrance
right
outside
of
that
Nordstrom
there's
a
bunch
of
people.
It
looks
like
they're
working
for
Greenpeace.
It
looks
like
they're
asking
everyone
for
money
as
they
come
in
and
come
out.
They
want
them
to
sign
up
for
their
cause.
Okay,
so
you
you're
still
pretty
far
away
from
them.
A
A
B
A
So
what
research
shows
is
that
human
beings
are
creatures
of
habit.
Just
like
how
you
didn't
choose
to
get
confused
when
people
get
a
cold
call,
they
don't
choose
to
get
a
angry
to
get
frustrated
right.
It's
just
a
subconscious
emotional,
like
pattern.
Okay,
so
this
is
something
that's
really
important.
A
When
we
cold
call
people
we
trigger
in
them
a
subconscious
emotional
pattern,
it
really
doesn't
have
to
do
with
us.
It
just
has
to
do
with
the
fact
that
we
are
triggering
this
emotional
pattern.
A
Okay,
so
there's
actually
a
really
famous
story
about
this,
and-
and
the
story
basically
goes,
there
was
someone
who
is
working
at
a
really
famous
San
Francisco
based
tech
company,
and
he
was
doing
his
cold
calls
just
like
any
good
henter
prise
sales
rep
does
and
it
was
getting
close
to
Christmas
and
he
was
actually
getting
kind
of
sick,
but
he
still
wanted
to
do
his
activity
metrics
put
in
the
time
right,
so
he
started.
This
call
ring
ring
hello.
B
A
A
A
Time,
yeah
yeah,
oh
yeah,
hey
really,
sorry
about
that
yeah!
This
is
this
is
Michael
Hayes
I'm,
calling
from
salesloft
the
reason
why
I'm
reaching
out
is
because
of
blank.
Do
you
have
some
time
to
talk
about
blank
because
of
blank
all
right,
and
what
this
person
found
out
was
that,
even
though
his
cold
calls
they
sucked
that
because
they
were
so
weird,
his
conversion
rate
actually
went
up
three
times
Okay.
A
So
this
is
the
idea
of
what
we
call
pattern
interrupt
if
we
are
cold
calling
them,
we
are
triggering
a
subconscious
emotional
pathway
for
them
to
get
frustrated
to
have
negative
emotions
if
they
have
negative
emotions,
that's
going
to
hurt
our
conversion
rate
okay,
so
what
people
need
to
do
is
to
do
something
non-traditional
so
that
they
break
the
pattern.
That's
why
it's
called
a
pattern.
Interrupt
okay,
so
there's
many
different
types
of
pattern.
Interrupts
here
is
our
as
for
you
have
one
that's
authentic
for
you.
A
If
you
feel
like,
if
you
feel
like
you're,
just
like
crazy
doing
this,
then
that's
not
the
one
for
you,
because
you're
going
to
have
to
feel
good
doing
it.
Okay.
So
our
ask
is:
when
you
cold
call
people
have
a
pattern
interrupt
right.
There's
many
lists
go
find
one
that
you
feel
like
is
going
to
work
for
you
all
right.
Gong
sales
data
says
that
in
the
United
States,
how
are
you
is
not
a
pattern
interrupt
some
other
countries
say
the
is.
B
B
A
That's
a
pattern
interrupt
if
you
don't
want
to
have
a
pattern,
interrupt,
have
a
relevance-based
opener.
The
reason
why
I'm
reaching
out
is
because
I
was
doing
some
research
on
your
company
and
I
saw
that
you
guys
were
doing
a
cloud
transformation.
I
was
wondering
if
you
have
15
minutes
so
that
we
can
talk
about
how
gitlab
accelerates
Cloud
Transformations
and
to
see
if
we
could
be
any
benefit
of
you
right.
B
A
A
Fine,
okay,
so
tell
me
about
you
know
what
what
initiatives
you
have
in
your
organization,
what
you
can
just
like
sense
that
tension.
You
know
what
I
mean.
So
this
is
the
next
technique.
It's
called
elephant
in
the
room
and
it
actually
works
for
stuff
outside
of
sales.
Development
like
I,
do
this
in
my
personal
life,
it's
just
like
a
good
technique
for
communicating
in
general,
but
if
someone's,
really
angry
or
afraid-
or
you
sense
that
negative
emotion,
sometimes
what
you
really
need
to
do
is
to
just
talk
about
that.
A
So
it's
hey!
You
know
what
sensing
some
negativity,
Here
Am,
my
bothering
you
yeah
you
cold
called
me:
hey,
hey,
I,
totally,
understand
I
hate
being
cold
called
too,
but
the
reason
why
I'm
reaching
out
is
because
I'm
actually
working
with
some
of
your
competitors
and
on
their
digital
transformation
and
I,
was
trying
to
see
if
we
could
add
value
to
you
too
right.
So
how
it
works
is
that
you
actually
address
the
negative
emotions
head
on.
So
it's
just
sort
of
like
hey
I'm
sensing.
A
Some
negativity
here
did
I
catch
you
at
a
bad
time.
Yeah,
hey,
hey,
totally,
understand
I
hate
being
cold
called
too
really
apologize
about
that.
But
how
about
this
then
move
on
to
the
next
phase
of
the
call
okay.
So
it's
addressing
the
negative
emotions
and
listening
and
expressing
empathy,
that's
elephant
in
the
room.
Okay,
all
right!
So
the
moving
in
the
next
phase
is
The.
Upfront
contract
I
want
to
give
you
three
scenarios.
I
want
you
to
pick
out
the
best
one.
A
B
A
B
20
minutes
is
a
very
long
time
to
put
on
on
there.
20
minutes
is
a
long
time,
so.
A
A
B
A
A
So
the
next
one's
upfront
contract
ask
for
like
32
seconds
some
people
they
come
here.
They
ask
for
five
minutes,
never
ask
for
five
minutes,
ask
for
something
short
and
then
generally
have
a
reason
for
reaching
out
the
reason
why
I'm
reaching
out
was
because
I
saw
that
your
company
is
doing
a
devs
Ops
initiative.
The
reason
why
I'm
calling
is
because
we
are
working
with
Goldman,
Sachs
and
Bank
of
America
on
o
similar
Transformations,
was
wondering
if
we
could
help
you
out
too.
B
Right
this
is
actually
similar
to
what
I
used
to
do.
We
had
pattern
interrupt
up
front
up
from
contract.
We
had
the
pain
probing.
Then
we
went
to
pain
funnel.
Then
we
had
a
call
to
action
and
then
post
cell.
So
it's
basically
like
this
exactly
the
same
as
what
we,
what
I've
used
before
that's
awesome,
yeah.
A
Cool
awesome
well
we'll
just
review
the
rest
of
this
real,
quick,
so
elevator
pitch
I
like
to
have
a
couple
of
them.
One
is
we're
best-in-class
devc
Ops
platform
with
functionality
spanning
All
Phases
of
software
development,
delivery,
Short
crisp
another
one
that
I
do
is
gitlab
is
a
Consolidated
platform
for
software
development
delivery.
A
This
means
we
try
to
do
everything
that
GitHub
Jen
engine
J
and
sooner
Cube
do
all
under
a
single
user
interface,
so
I
actually
use
both
I,
probably
if
I
had
to
pick
one
I
actually
like
the
second
one
more
and
here's
the
reason
why
they
probably
have
three
of
these.
This
is
a
crazy
statement.
When
you
tell
someone
that
you
can
do
what
three
of
their
tools
do.
That's
a
big
deal.
That's
like
a
crazy
thing
to
say
so
this,
like
inherently
grabs
people's
attention.
A
Okay
for
this
to
work,
you
have
to
name
all
of
these.
If
you
name
three,
it
doesn't
have
the
same
effect.
If
you
name
two,
it
doesn't
have
the
same
effect.
You
have
to
name
all
four
okay,
all
right,
so
you're
call
to
action
short,
concise,
clear,
hey,
I,
know,
I
was
interrupting.
You
and
I
want
to
honor
your
schedule,
but
I
felt
like
we
had
a
pretty
good
conversation.
So
far
you
have
20
minutes.
Sometime
later
this
week,
we're
going
to
talk
about
your
Dev
SE
off
transformation.
A
Further
right,
when
you
do
it,
please
confirm
their
email
and
one
thing
that
I
want
to
talk
about
here.
Is
we
have
a
very
technical
product,
a
lot
of
times,
you're
going
to
call
someone
and
they're
going
to
say
something
like
oh
you're
from
gitlab?
That's
awesome.
One
time
I
was
checking
out.
Gitlab
and
I
was
trying
to
mount
the
persistent
volume
claims,
the
persistent
volume
claims
weren't
mounting
correctly
and
then
because
of
that
I
ran
into
N
NFS,
like
like
storage
issues.
How
do
you
resolve
that?
So
you
can
get
questions
like
that.
A
B
Something
our
product
consultant
can
help.
B
A
Yeah,
so
that
that
is
one
technique
you
can
do
is
exactly
what
you
just
said
when
the
prospects
ask
you
something:
technical,
hey,
full
transparency,
I'm
in
the
marketing
team,
I'd
love
to
provide
value
for
you.
How
about
we
schedule
another
meeting
where
I
I
can
Loop
in
relevant
resources,
and
we
can
go
over
your
persistent
volume
claims
right.
Your
essays
are
the
best
for
this
fig
are
actually
technical.
A
Your
AES
may
or
may
not
know
the
answer
for
that,
so
just
FYI
when
you
you're
doing
this
as
a
team,
you
want
to
know
the
strengths
and
the
weaknesses
are
of
all
of
the
people
on
your
team.
If
your
a
is
new,
it's
probably
not
a
good
thing
to
do
for
them.
You
know
what
I
mean.
B
A
You
can
also
take
a
customer
service
approach-
hey
love,
to
add
value
for
you.
If
you
give
me
that
that
question
love
to
do
some
research
and
see
if
I
can
find
an
answer
for
you
all
right,
so
the
vast
majority
of
stuff,
you
can
find
the
handbook
so.
A
Literally,
whatever
you
ask,
you
can
usually
just
find
a
article
on
it
this
this
is
going
to
be
something
you're
going
to
be
doing
a
lot.
The
other
thing
you're
going
to
be
doing
from
time
to
time
if
you
run
into
these
technical
questions,
is,
is
finding
the
answer
by
slack.
So
have
you
seen
the
pound
questions?
A
A
Okay,
great,
so
this
is
a
great
place
where
it's
like
hi
team.
Do
you
have
an
ultimate
customer,
so
it's
like
who
is
this
person
he's
in
sales?
He's
asking
a
technical
question
right:
Heather
I
have
a
customer
asking
this
question:
Brady
OD
Dow
he's
in
sales
hi
team.
Our
container
registry
is
counted
for
this,
so
literally,
this
is
another
great
place
to
get
answers:
okay,
okay,
okay,
all
right!
So
Discovery
calls,
like
you
already
said:
you're
qualifying
you're,
also
trying
to
get
more
interest
in
git
Lab.
A
At
the
same
time,
this
is
something
that's
very
important
to
understand.
Is
that
when
you
create
an
opportunity
in
Salesforce,
there
are
required
Fields?
Okay,
so,
like
what
do
we
do
for
qualification?
Some
companies
use
B
many
other
companies
do
something
else
for
us
check
out
the
opportunity
fields
in
Salesforce.
A
Okay.
So
what
are
some
of
these
things
number
one
initiative?
What
are
they
trying
to
do?
Number
two?
What
are
they
currently
doing?
Number
three
gab
does
a
lot
of
stuff.
What's
the
stuff
that
they're
initially
interested
in
okay?
How
many
sales
people
also
need
to
know?
Is
this
like
a
sardine
or
is
it
a
whale
right?
So
how
many
seats
is
this?
Is
this
20
seats?
Okay?
A
Well,
you
know
all
right,
so
do
you
actually
need
to
get
all
this
pieces
of
information
you
can
get
some
of
this
stuff
through
like
online,
like
Zoom
info,
has
information
on
what
their
current
tools
are
right,
but
some
of
these
things
you're
never
going
to
get
unless
you
ask
them.
So
it's
important
that
like
to
ask
things
that,
like
you,
can't
get
through
other
sources.
B
A
One
more
thing
when
you
check
in
with
your
onboarding
buddy,
ask
for
if
there's
any
special
process
around
opportunities,
so
some
regions,
you
have
to
fill
out
like
a
Google
doc,
with
like
additional
criteria
and
put
it
in
Salesforce,
so
different
regions
also
have
like
their
own
special
snowflake
stuff
that
you
need
to
do
so.
That's
something
to
check
in
with.
B
A
Technical
questions
you'll
get
them
a
lot
learning
how
to
stall
for
them.
So
a
lot
of
times
you
can
just
say,
tell
me
more.
Why
do
you
think
that's
happening?
Okay?
What
are
you
trying
to
do
with
that?
Kubernetes
persist,
okay
and
then,
if
they
corner
you,
you
can
just
say:
hey
full
transparency,
I'm
in
the
marketing
team,
love
to
add
value
for
you
we
can.
We
can
schedule
a
meeting
so
that
we
I
can
get
appropriate
resource
to
go
over.
A
B
B
But
none
of
the
calls
are
recorded
right,
so
I'm
going
to
have
to
take
detailed
notes
right
off
the
bat
on
the
call.
A
Right
now
we
don't
have
call
recording,
set
up
for
and
there's
a
there's
like
a
legal
reason
for
that.
It's
illegal
to
cold
call
into
certain
States,
and
then
we
haven't
figured
out
like
a
good
way
to
like
get
that
set
up.
So.
B
Yeah
just
wondering
cuz,
like
my
previous
company,
we
had
like
gong
that
recorded
it.
So
if
I
missed
anything,
I
can
review
and
see
if
I
missed
any
information
and
write
it
down
jot
it
down.
But
here
I'm
going
to
have
to
be
thorough.
With
my
note,
taking
right.
A
A
Yeah,
thank
you
for
asking
that's
a
great
question.
Okay,
so
the
last
thing
that
I
want
to
talk
about
you
already
mentioned.
It
is
questions
that
expose
pain.
So
when
you're
doing
Discovery,
you
don't
want
to
just
like.
We
don't
want
to
seem
like
we're
interrogating
people.
We
want
to
be
doing
some
sales
too.
The
best
way
to
sell
is
to
ask
questions
that
expose
pain
at
gitlab.
We
call
them
trap
setting
questions.
Okay,
so
I,
don't
know
what
what
did
they
call
them
in
your
previous.
B
Company
just
pain,
probing.
A
Pain
probing,
it's
the
same
concept,
which
is
like
hey
notice
that
you're
driving
a
Honda
Accord.
That's
awesome,
how's
that
working
out
for
you.
Well,
it's
working
great
thanks
for
asking
yeah,
Qui,
quick
question
for
you.
When
you
pick
someone
up
from
the
airport,
do
you
feel
excited
picking
them
up
with
the
Honda
cord?
A
Well,
not
really,
but
the
reason
why
I
got
the
Honda
was
because
it
was
a
lowcost
option
and
it's
really
greatly
reliable
I,
really
value
safety
and
that's
low
cost
and
safety
are
like
the
big
two
things
that
I
look
for.
Okay,
awesome
totally
understand
a
lot
of
the
people
that
I
talk
to
feel
the
same
way.
Transparency,
though
notice
that
your
car
was
at
240,000
miles
at
this
point
in
time.
A
Hondas
take
actually
a
lot
of
times
like
several
thousand
dollar
per
year
to
maintain
just
because
you
have
to
replace
more
and
more
parts
as
the
car
ages,
so
have
you
ever
considered
buyer
buying
a
newer
model
like
you
said,
safety
is
something
that's
super
important
for
you.
The
newer
models
also
have
ladar,
which
will
help
you
to
know.
If
someone
does
something
expected
and
then
so
it'll
actually
shake
your
driving
wheel,
your
steering
wheel,
you
know
if
someone
gets
close
too
close
to
you
right
and
then
so.
A
A
Okay,
hey
notice
that
you're
using
Jenkins,
that's
awesome,
how's
it
working
out
for
you.
This
is
literally
the
answer.
You're
going
to
get
85%
of
the
time,
they're
going
to
say
something
like
yeah.
We
we
we
don't
really
like
Jenkins,
but
in
all
honesty,
we've
been
using
it
for
a
really
long
time,
so
we
don't
want
to
switch
okay.
Okay!
Well,
tell
me
more,
you
know
what
what
don't
you
like
about
Jenkins
other
people
that
I've
spoken
to
talk
about,
how
it
breaks
down
a
lot
and
how
there's
changes
challenges
around
it's
reliability.
A
Is
that
your
experience
too
yeah
exactly
so
Jenkins?
For
us
it
breaks
down
a
lot.
Okay
totally
understand:
how
does
that
impact,
your
teams,
you
know
and
then
asking
more
questions
to
appro,
more
pain,
okay,
okay,
so
to
sort
of
just
talk
more,
have
you
ever
heard
of
Beck
Holland.
B
Before
no.
A
Okay,
so
want
to
talk
a
little
bit
about
or
you
can
learn
more
additional
things.
Flip.
The
script
is
a
great
way
of
learning
more
stuff.
It's
all
in
the
slide
deck.
So
don't
worry
about
writing
it
down,
but
it's
all
free
too.
We
also
have
call
scripts.
We
have
the
YouTube
list
of
customer
calls
that
you
have
to
be
logged
in
as
the
gitlab
user
to
watch
them
because
they
private
you
know.
We
can't
just
like
expose
customer
calls
to
the
internet
right.
B
B
Is
flip
the
script
like
the
book
flip
the
script
I
don't
know
if
into.
A
A
book
but
I
do
know
that
she
has
a
program
that
is
called
flip:
the
script
I.
Don't
we
don't
really
tell
anyone
to
do
any
specific,
like
sales
Dev,
like
methodology,
but
what
we
recommend
is
flip.
The
script
is
really
good.
We
have
done
other
programs
like
John
barrows
before
have
one
that
you
really
like
that
really
resonates
with
like
who
you
are
right,
it's
important
for
it
to
like
work
for
you
I,
like
Beck
Holland
a
lot,
but
some
other
people.
Don't
like
Beck
Holland,
that's,
okay!
You
know.
B
Yeah:
okay,
I'm
familiar
with
the
Sandler
Sandler
Sales
yeah
methodology
and
I
wanted
to
do
the
John
baros
one,
but.