Hunter Sullivan - West Texas Barbeque

ethan.bartels@shipday.com•February 23, 2026

UnmatchedWatch on Fathom

Scorecard

4.2

Discovery

3.1

Closing

2.8

Objections

3.4

Overall

Conversation Metrics

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Talk/Listen Ratio

Ideal: 40-60%

—

Questions Asked

Ideal: 10+

—

Longest Monologue

Ideal: <2 min

—

Filler Words

Ideal: <10

15m

Duration

AI Coaching Summary

Sales call with Hunter from West Texas Barbeque discussing Shipday's delivery management platform. Hunter uses Toast POS and multiple delivery platforms but ultimately declined due to seasonal business concerns and cost ($150/month total).

Coaching Moments

Dig deeper into current pain points before launching into demo

Address legal/privacy concerns more thoroughly instead of dismissing

Quantify ROI and tie benefits to specific business impact

Be prepared to negotiate or offer flexible pricing for seasonal businesses

Pain Points Identified

Limited visibility into delivery driver location and status

“if somebody calls the restaurant and says, hey, where's my delivery order?”

Cannot use multiple delivery platforms simultaneously

“On Toast, you have to designate. I want to use Uber or I want to use DoorDash. I can't use both in tandem.”

Objections Handled

needNeeds Work

Employee privacy concerns about phone tracking apps

timingNeeds Work

Bad timing due to slow season (Lent)

priceNeeds Work

Cost concerns at $150/month total

Sentiment Trajectory

Transcript

discoverydemopricingobjectionclosingvalue discussion

Ethan Bartels00:00:09

All right.

Ethan Bartels00:00:10

Cool.

Ethan Bartels00:00:11

Well, how's it going this morning?

Ethan Bartels00:00:12

Good.

Hunter Sullivan00:00:13

Awesome.

Hunter Sullivan00:00:14

What area of the country are sitting in?

Hunter Sullivan00:00:16

Michigan.

Hunter Sullivan00:00:17

Michigan?

Ethan Bartels00:00:18

Cool.

Ethan Bartels00:00:18

How's the weather out that way?