Kevin "KD" Dorsey shows how to help a manager buy a tool by starting with a concrete problem, not a pitch. Frame it as reps missing pipeline targets, quantify the gap (20 emails sent vs. 70-80 needed), then offer a demo and scripts to coach them through the sale.
20 emails per day.
About 70–80 emails per day.
"60 bucks" (mentioned as a price-first objection).
A manager comes to me and says, hey, I'm interested in this tool. What's the first question I ask? What is it? Well, it's an email automatizer. No, no, I don't want to automate. No conversation's already dead. Right. But say, well, it's an email automatizer. Next question I'm going to ask how much does it cost? Well, it's 60 bucks ahead. Nope. Versus hey, when you talk to Kevin, you want to open like this. Hey, so you know how a lot of our reps aren't getting to their pipeline numbers right now I think I know why. We're only sending 20 emails a day. And in order to get to the numbers we need to, we should be pushing 70 or 80. But they don't have time to do that. I talked to the company that might be able to solve that. Could I show it to you? Whoa. Now you've coached your contacts. Send them the email, send them the script, work with them, help them buy.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
