Demo Walk-thru
Scorecard
Discovery
Closing
Objections
Overall
Conversation Metrics
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Talk/Listen Ratio
Ideal: 40-60%
—
Questions Asked
Ideal: 10+
—
Longest Monologue
Ideal: <2 min
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Filler Words
Ideal: <10
109m
Duration
AI Coaching Summary
110-minute internal training session where David Umana walked new team members (Danite, Layla, Johnny) through Shipday's demo process, product features, and sales methodology. The session covered everything from basic product knowledge to advanced demo preparation and closing techniques.
Coaching Moments
Create formal onboarding documentation to supplement hands-on training
Break complex training into shorter, focused sessions to avoid overwhelm
Implement role-playing exercises before live demos
Pain Points Identified
Lack of internal training resources and documentation
“So, the thing is like, okay, first of all, so this is, at the beginning, it's kind of like, the first couple of days is to be like a shock because it's like, we used to working for companies that, that is like an HR, that is like, I know, like some training, you know, manual”
New team members feeling overwhelmed with information
“I deny that you're kind of like, okay, WTF, what is this information? Do you guys have a website? You have resources. What is HR? Please help me.”
Sentiment Trajectory
Transcript
I booked a meeting.
Nice.
was calling with these guys.
I don't know, bro.
Like, I usually, I call, like, maybe like 20 calls and then 20, 30 calls and I can book.
Something.
These guys are calling, like, 80 people and they don't, they're not.
They're not booking anybody?
Yeah.
I think it's part of what you were saying earlier, man.