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Acme Corp Deal Analysis
While the account executive was transparent about product limitations (e.g., reporting, dashboards, Salesforce write-back), both the Sales Operations Leader and the CRO repeatedly emphasized the need for customizable, visual, and executive-level reporting. These were critical for leadership buy-in and were a pain point with their previous tool.
The seller could have gone deeper in discovery to clarify exactly what executive stakeholders needed in reporting and dashboards, and then proactively set up a follow-up with a concrete plan or visual mockups—even if the feature was on the roadmap. This would have demonstrated forward-thinking and built more confidence with the executive team.
"That was one of the challenges that we did have, you know, with Solution B, it wasn't... they had reporting, but it's having reporting that was customizable for us to use the way we needed it, and making sure that you're able to deliver on that."
— Sales Operations Leader
Acme Corp <> Vivun Ava Demo
There was some confusion around how users would interact with Ava via Salesforce and what the authentication process would look like. While the AE acknowledged these questions and brought in technical resources, they could have anticipated these as key concerns and included a more detailed demo segment or technical deep dive earlier in the process.
"I'd like to learn a little more about the Salesforce integration of how users use it... just to know, you know, again, and you said authenticated with Salesforce, but I'd like to, you know, a little bit more, what does that mean?"
— Sales Operations Leader
Meeting with AE
The buyers wanted more visual outputs (e.g., org charts, executive summaries) and had bespoke processes. While the account executive acknowledged these needs and said customization was possible, having ready-to-demo templates or examples would have built more confidence and shown that Vivun could meet their unique requirements.
"For example, you know, a visual org chart, right? Like, that's one thing that we do use now, influence chart, like, we're gonna have to figure out, based on net implementation, what's there, what's missing..."
— Sales Operations Leader
Vivun | Acme Corp Next Steps
There was an objection regarding licensing flexibility, specifically around view-only accounts for solution engineers. The seller and the team acknowledged this but could have been more proactive in proposing interim solutions or workarounds.
"Do you have any kind of a view-only accounts or anything?"
— Sales Operations Leader
Vivun | Acme Corp Next Steps
While the AE was responsive and consultative, following up with tailored materials (e.g., visual mockups, customer stories, or a summary of how Ava would deliver on automation and AI insights) would have further strengthened their approach and addressed the buyer's desire for "next-level" AI-driven value.
| Area | Opportunity for Improvement |
|---|---|
| Executive Reporting | Proactively clarify and address executive dashboard/reporting needs with visuals or roadmap commitments |
| Technical Integration | Anticipate and address integration/authentication concerns with detailed demos and technical deep dives |
| Visual Outputs/Customization | Provide ready-to-demo templates/examples for org charts and executive summaries |
| Licensing Flexibility | Propose interim solutions for view-only access and clarify roadmap for licensing changes |
| Tailored Follow-Up | Send follow-up materials that directly address buyer's stated needs and objections |
Give your managers complete visibility into every rep's performance across every deal—without the recording marathon. See exactly where reps excel, where they struggle, and how to coach them to close more deals.
Performance visibility that makes every manager more effective
AI-powered coaching | Deal-by-deal analysis | Instant insights
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