📊 Head of Sales
Focus: Pipeline, Speed-to-Lead, Team Leverage
📊 Discovery Call Excellence Checklist
Based on recent call analysis (7/10 rating), these are the most common misses:
  • ROI calculation LIVE - Use unreachable leads × ACV to quantify leakage
  • Speed-to-lead baseline - Ask current response time, create urgency with data
  • Competition check - Who else are they evaluating?
  • Success metrics - Get specific numbers for 6-month targets
  • Create urgency - "Every week you wait = $X in lost pipeline"
🔒 The Anchor Line
"Just to be clear—this is not about replacing your SDRs. It's about removing the parts of the job humans are worst at."
[PAUSE - Let this land]
📋
Pre-Call Preparation (5 min)
Company context: Website, recent funding, tech stack (BuiltWith), size, growth
Sales team size: LinkedIn search "[Company] SDR" to estimate team
Hiring signals: Are they hiring SDRs/AEs? (growth or turnover)
Current stack: HubSpot/Salesforce, Outreach/SalesLoft, Intercom/Drift
How they found us: Demo request, webinar, event, inbound?
❓
Discovery Questions
🔥 Critical - Don't Skip
"Of the leads you can't reach or that sit in limbo—what % is that? And what's your average deal size?"
Why: Sets up live ROI calculation - unreachable leads × ACV = pipeline leakage
🎧 Listen for:
"30% we never reach", "20% in limbo", "ACV around $3K" → CALCULATE: 300 unreachable/mo × $3K = $900K annual leakage
🔥 Critical - Don't Skip
"What's your average speed-to-first-touch for inbound leads right now?"
Why: Speed-to-lead is Wyzard's core advantage - need baseline to show improvement
🎧 Listen for:
"2-4 hours", "next day for after-hours" → CREATE URGENCY: "Industry data: <5min response = 100x higher conversion vs 30min+"
Current State
"Walk me through how a lead flows from first touch to closed-won."
Why: Maps workflow, reveals handoff points and leaks
🎧 Listen for:
Manual steps, "SDRs check CRM every morning", "try to respond within 24h", "leads sit in queues"
Qualification
"How do SDRs qualify leads before passing to AEs? BANT, MEDDIC, custom?"
Why: Shows you understand rigor, reveals inconsistency
🎧 Listen for:
"Have a framework but execution varies", "depends on SDR", "AEs complain about quality"
Competition
"Are you evaluating other solutions? Or is this your first conversation?"
Why: Understand competition, timeline, differentiation needs
🎧 Listen for:
"Looking at Qualified/Drift", "just started", "talked to [competitor]" → Ask: "What did you like? Concerns?"
Success Definition
"What does success look like numerically in 6 months? More meetings? Higher conversion? Pipeline targets?"
Why: Anchors desired outcome so you can map Wyzard's impact directly
🎧 Listen for:
Specific targets: "20% more SQLs", "need $5M pipeline", "150 demos/month" → Use these in ROI story
🎬
Demo Positioning & Flow
⚠️ Positioning Trap to Avoid
Don't get lost in technical details. Resist explaining "how" (LinkedIn scraping, waterfall models, APIs). Focus on "why it matters": faster pipeline, more meetings, higher conversion.
1Start With Their Pain
Summarize their top 2-3 pain points back to them.
Script
"Based on what you shared: (1) leads sit for hours before contact, (2) inconsistent qualification, (3) team overwhelmed when volume spikes. Sound right?"
2The Analogy Hook
Use "Air Traffic Control" analogy.
Script
"Think of Wyzard as air traffic control for your pipeline. Every inbound signal is a plane requesting to land. Without ATC, planes circle forever, run out of fuel, land at competitor airports. Wyzard tracks, prioritizes, routes to the right runway."
3Calculate Pipeline Leakage LIVE
Don't skip this. Use their numbers to show what they're losing NOW.
Script (Use Their Numbers)
"Let's do the math: You said [500] leads/month, [30%] unreachable, [$3K] ACV.

• 500 × 30% = 150 lost leads/month
• 150 × 12 = 1,800 leads/year
• 1,800 × $3K × 15% close = $810K annual pipeline leakage

That's not a projection—that's what you're losing NOW. Wyzard recovers 60-70% of that."
Real Example from Recent Call
Prospect: 500 qualified leads/mo, 30% unreachable, 20% limbo, $3K ACV

Calc: 300 addressable leads/mo × 12 = 3,600/year
3,600 × $3K × 15% = $1.62M annual leakage

"Wyzard recovers 60-70% = $970K-$1.1M. Our cost? $72K/year. That's 13-15x ROI."
⚠️ Urgency Amplifier
"Your competitors are solving this now. The companies responding in <5min are winning YOUR deals. Every week you wait = another [$20K] in lost pipeline."
4Show Always-On Engagement
Demonstrate 24/7 coverage across channels.
Demo Points
"Lead comes in 9pm Saturday—Wyzard engages in minutes. Starts conversation via email/chat, asks qualifying questions, handles objections. By Monday when your SDR logs in, lead is warm, qualified, ready. Your team isn't chasing—they're closing."
5Close With Their ROI
Tie back to their metrics.
Script
"You convert ~15% MQLs to SQLs, 500 leads/month. If Wyzard increases to 22% via speed-to-lead + consistency, that's 35 additional SQLs/month. At your close rate, that's [calculate] in pipeline—without hiring a single SDR. ROI: 12-15x"
🛡️
Objection Handling
"This replaces our SDRs" ▼
Acknowledge
"Fair concern—I hear it often."
Reframe
"Wyzard doesn't replace SDRs—it protects them from the worst parts: 3-hour delays, context loss, cold chase. Wyzard handles reactive grind so SDRs focus on judgment and closing. Same headcount, 40% more meetings."
Evidence
"One customer: 6 SDRs drowning in 400 leads/week. Deployed Wyzard for first-touch. Same 6 SDRs now handle 700 leads/week, lower burnout. 'SDRs became closers, not chasers.'"
"I'm not sure about AI making calls" ▼
Acknowledge
"I get it—you don't want robocalls."
Reframe (Be Confident)
"Key distinction: Wyzard only calls WARM engaged leads—people who visited your site, downloaded content, attended webinars. Not cold calling. It has full context, so conversations are relevant. Think: smart assistant scheduling after someone requested a demo. Prospects appreciate fast follow-up."
Evidence
"We track sentiment. AI calls to warm leads: <2% complaint rate vs 8-12% for human cold calls. Why? Context and relevance."
Control
"You're in control: set which sources get calls vs emails, time windows, escalation triggers. If someone prefers email-only, Wyzard adapts."
"We already have Outreach/SalesLoft" ▼
Acknowledge
"Makes sense—you've invested in sequencing."
Reframe
"Those tools automate outbound sequences. Wyzard handles inbound intelligence and qualification. Captures signals your team isn't acting on (web visits, intent spikes, events), qualifies in real-time, feeds sales-ready leads into your Outreach cadences. Think: brain on top—Outreach executes, Wyzard decides who and when."
Evidence
"Most customers run both. Wyzard handles inbound triage. Outreach handles rep follow-up. They integrate."
✉️
Follow-Up Email Template
📈 Head of Marketing
Focus: Campaign ROI, Attribution, Conversion
📊 Discovery Excellence for Marketing
Key focus areas for marketing leaders:
  • Attribution clarity - Which campaigns drive actual revenue?
  • Campaign waste - What % of paid traffic never converts?
  • Cost per SQL - Get baseline to show efficiency gains
  • Event/webinar ROI - Specific conversion numbers
🔒 The Anchor Line
"This isn't about replacing anyone. It's about making sure every dollar you spend on campaigns converts into pipeline."
[PAUSE - Let this land]
📋
Pre-Call Preparation (5 min)
Marketing tech stack: Check for HubSpot/Marketo/Pardot, 6sense/Demandbase, Drift/Intercom
Campaign activity: Recent webinars (Zoom, ON24), events, content offers, ad campaigns
Website intelligence: Check forms, CTAs, gated content - are they driving volume?
Attribution gaps: Based on stack, guess where attribution breaks (Marketo → Salesforce)
How they found us: Use their own journey as a case study if from paid channel
❓
Discovery Questions
🔥 Critical - Don't Skip
"What % of your leads—especially from high-cost channels like paid ads or events—never get touched by sales?"
Why: Quantifies waste, makes ROI conversation urgent
🎧 Listen for:
"Probably 40-50%", "honestly no idea", "sales says too busy", "we send to nurture and they die" → This is your opening
🔥 Critical - Don't Skip
"When someone fills a form or attends a webinar, how quickly does someone from your team reach out?"
Why: Speed-to-lead directly impacts campaign ROI
🎧 Listen for:
"Depends when they convert", "SDRs follow up next day", "we have email nurture but no human for days" → Speed kills conversion
Campaign Performance
"What's your highest-volume lead source? And conversion rate from that source to pipeline?"
Why: Identifies where they're spending money and where conversion breaks
🎧 Listen for:
"Paid ads drive volume but conversion is low", "webinars great but follow-up weak", "not sure which converts best"
Attribution
"Can you confidently say which campaigns drove your last 10 closed deals? Or is attribution still a mystery?"
Why: Surfaces attribution pain - Wyzard's key value prop
🎧 Listen for:
"Track first-touch but not full journey", "sales and marketing see different data", "we just guess", "multi-touch is a mess"
Event/Webinar ROI
"Last big webinar or event—how many leads captured, how many turned into pipeline?"
Why: Events are high-cost, high-waste - perfect Wyzard use case
🎧 Listen for:
Specific numbers: "400 registrants, 180 showed, 12 became opps", "collected 600 at booth, sales talked to 30"
Cost Efficiency
"Do you track cost-per-SQL by channel? What's your target vs. reality?"
Why: Financial frame - marketing leaders care about efficiency
🎧 Listen for:
"Track cost-per-lead not SQL", "paid is expensive, $400-500 per SQL", "we know we're overspending"
Sales-Marketing Alignment
"What does sales say about leads marketing sends? Quality good? Speed good? Or tension?"
Why: Surfaces handoff pain - Wyzard bridges this gap
🎧 Listen for:
"They complain about quality", "argue about MQL definitions", "they cherry-pick enterprise", "constant blame game"
Non-Form Conversions
"How many high-intent visitors hit your site but never fill a form? Are you capturing those?"
Why: Wyzard captures anonymous high-intent traffic
🎧 Listen for:
"Tons of traffic, low form fills", "95% bounce", "lose them after pricing"
🎬
Demo Positioning & Flow
⚠️ Positioning Trap
Don't get technical. Focus on campaign ROI, not how the tech works.
1Start With Campaign Waste
Summarize their budget waste and attribution blindness.
Script
"Sounds like you're spending [$X/month] on ads and events, driving [Y] leads, but only [Z%] convert to pipeline—and you can't prove which campaigns actually work. That's a lot of budget flying blind. Sound right?"
2The Analogy Hook
Use "Google Analytics that acts" analogy.
Script
"Think of Wyzard like Google Analytics that doesn't just report—it acts. Someone hits pricing at 2am? Wyzard reaches out, qualifies, books a meeting before they ghost. You finally know what works AND convert more of what you're spending."
3Calculate Campaign Waste LIVE
Show what they're losing from paid channels.
Script (Use Their Numbers)
"You're spending [$15K/month] on LinkedIn ads. Getting [2,000] clicks, [150] form fills, [18] SQLs.

Cost per SQL: ~[$833]

But here's the thing: 1,850 high-intent visitors DIDN'T fill your form. If Wyzard recovers just 200 of those and converts 10% to SQLs, that's 20 additional SQLs/month.

New cost per SQL: [$395] (down from $833)
Monthly savings: $16,500 | Annual: $198K

That's NOT spending more on ads. That's extracting more from what you already spend."
4Show Campaign-Aware Engagement
Demonstrate contextual outreach based on campaign.
Demo Points
"Wyzard knows which LinkedIn ad they clicked, webinar attended, case study downloaded. Every message references their journey. Not 'Thanks for interest'—it's 'Saw you attended webinar on [Topic]. You asked about [X]—here's how we solve that.'"
5Show Full Attribution
Demonstrate end-to-end tracking.
Demo Points
"Every touchpoint tracked—first touch, all engagements, handoff, stages, closed-won. You finally prove ROI: 'This LinkedIn campaign: 47 SQLs, 12 deals, $360K revenue.' No guessing. No sales blaming marketing."
6Close With Their Campaign ROI
Tie to specific campaigns and efficiency.
Script
"If we just improve your paid campaign efficiency by 30%—conservative—that's [$X] in savings per month. Scale that across webinars, events, organic—you're looking at 40-60% more pipeline from same budget. 12x ROI"
🛡️
Objection Handling
"We already have HubSpot/Marketo doing nurture" ▼
Acknowledge
"Makes sense—you've invested in marketing automation."
Reframe
"HubSpot/Marketo send drip sequences—static workflows. Wyzard has two-way conversations. Qualifies in real-time, adapts based on responses, surfaces intent, routes sales-ready leads. Think: intelligence layer on top—HubSpot executes workflows, Wyzard decides who needs what, when. They integrate."
Evidence
"Most customers keep their MAP. Wyzard handles real-time qualification. HubSpot handles long-term nurture. Best of both."
"Will this spam our prospects?" ▼
Acknowledge
"Nobody wants to be that company."
Reframe
"Wyzard follows your guardrails: ICP filters, cadence limits, channel rules. Not blasting—having adaptive conversations. If someone says 'not interested,' stops. If they engage, continues. Respects intent."
Evidence
"Higher engagement rates because contextual—references page visited, content downloaded, role. Feels human because uses signals a good SDR would—instantly."
"We don't have enough traffic to justify this" ▼
Acknowledge
"If only 50 leads/month, might be early."
Reframe
"But most teams only count form fills. Add: website visitors who didn't fill forms, webinar no-shows, event scans, LinkedIn engagement, 6sense signals—usually 5-10x more signal you're not acting on."
Evidence
"One customer thought 300 leads/month. Connected their stack—3,800 signals/month they weren't capturing. Suddenly volume wasn't the issue."
✉️
Follow-Up Email Template
🎯 SDR Manager
Focus: Team Leverage, Burnout Prevention, Meeting Volume
📊 Discovery Excellence for SDR Managers
Key focus areas:
  • SDR burnout & turnover - Average tenure, why they leave
  • Time allocation - What % of time is reactive vs proactive?
  • Coverage gaps - What happens nights/weekends?
  • Meeting volume - Current booking rate, team capacity
🔒 The Anchor Line
"This is not about replacing your SDRs. It's about protecting them from burnout and amplifying their best work."
[PAUSE - Let this land]
📋
Pre-Call Preparation (5 min)
Team size: How many SDRs/BDRs? Check LinkedIn "[Company] SDR" to confirm
Hiring activity: Are they hiring SDRs? Sign of growth or turnover
SDR tools: Outreach, SalesLoft, Salesloft? What's their current workflow?
Lead volume: Look at website traffic, recent campaigns to estimate inbound volume
Their pain: If referred, ask referrer: "What's their biggest SDR team challenge?"
❓
Discovery Questions
🔥 Critical - Don't Skip
"What % of your SDRs' time is spent on reactive follow-up vs. proactive outreach?"
Why: Reveals the reactive grind that burns them out - Wyzard's key value prop
🎧 Listen for:
"Probably 70% reactive", "drowning in follow-up", "they're just email chasers" → This is your opening
🔥 Critical - Don't Skip
"What's your average SDR tenure? And why do they typically leave?"
Why: Surfaces burnout and turnover cost - Wyzard reduces both
🎧 Listen for:
"6-9 months", "they burn out", "job is too repetitive", "constant training of new reps" → Turnover is expensive
Coverage Gaps
"What happens to leads that come in at 8pm, on weekends, or during holidays?"
Why: Exposes 24/7 coverage gap - Wyzard fills this
🎧 Listen for:
"They sit until Monday", "we lose a lot of those", "no coverage", "auto-responder only"
Team Capacity
"When lead volume spikes—like after a webinar or event—what happens?"
Why: Shows capacity constraints and scalability issues
🎧 Listen for:
"They get overwhelmed", "we prioritize enterprise", "some leads never get touched", "always trying to hire more"
Meeting Volume
"How many meetings per SDR per week? And what's your target?"
Why: Establishes baseline for ROI - "40% more meetings" value prop
🎧 Listen for:
Specific numbers: "About 8-10 per week", "target is 12", "varies wildly by SDR"
Quality vs Quantity
"Do your best SDRs book way more meetings than your average ones? What's the difference?"
Why: Surfaces skill inconsistency - Wyzard creates consistency
🎧 Listen for:
"Top performers do 3x the volume", "comes down to speed and qualification rigor", "wish I could clone my best SDR"
Morale & Motivation
"What do your SDRs complain about most? What part of the job frustrates them?"
Why: Direct pain identification - shows you care about their team
🎧 Listen for:
"Chasing cold leads", "losing context", "admin work", "repetitive tasks", "feels like glorified email spamming"
Context Loss
"When an SDR is out sick or leaves, what happens to their leads?"
Why: Shows handoff and continuity problems
🎧 Listen for:
"We reassign but context is lost", "new SDR starts from scratch", "leads go cold during transition"
🎬
Demo Positioning & Flow
⚠️ Positioning Trap
Don't position as "SDR replacement." Position as "SDR protection and amplification."
1Start With Team Pain
Summarize their burnout and capacity issues.
Script
"So it sounds like your SDRs are spending 70% of time on reactive follow-up, burning out after 6-9 months, and you're constantly hiring and training replacements. Meanwhile, leads that come in nights/weekends sit untouched. Sound about right?"
2The Analogy Hook
Use "Night-Shift Team" analogy.
Script
"Think of Wyzard as your night-shift SDR team that never burns out. They handle the reactive grind—first touch, follow-ups, basic qualification—24/7. So your human SDRs only talk to people who are already warm, informed, and actually interested. They stop being chasers and become closers."
3Show What Your Team Gets Back
Calculate time savings and meeting volume increase.
Script (Use Their Numbers)
"You said your SDRs spend 70% of time on reactive follow-up. Let's do the math:

• 6 SDRs × 40 hrs/week = 240 hrs total
• 70% reactive = 168 hrs/week chasing leads
• If Wyzard handles that reactive work, you get 168 hours back per week

What could your team do with 168 extra hours focused on warm, qualified conversations?

Current: 8 meetings/SDR/week = 48 meetings/week total
With Wyzard handling reactive grind: 67 meetings/week (+40%)

Same 6 SDRs. No new hires. Just better leverage."
4Show 24/7 Coverage
Demonstrate always-on engagement.
Demo Points
"Lead fills a form Saturday at 10pm. Wyzard engages in 5 minutes—enriches company data, asks qualifying questions, handles initial objections. By Monday 9am when your SDR logs in, that lead is already qualified, has full context notes, and is ready for a discovery call. Your SDR didn't chase—they just showed up to close."
5Show Consistency Across Team
Address the skill variance problem.
Demo Points
"You mentioned your top SDR does 3x the volume of your average one. That's a qualification rigor problem. Wyzard enforces the same framework—BANT, MEDDIC, whatever you use—consistently on every lead. Your best SDR's approach becomes the default for everyone. No more variance. No more bad days."
6Close With Team Impact
Tie back to SDR happiness and retention.
Script
"Here's what your SDRs get: (1) No more 3am Sunday follow-ups, (2) Only talk to warm prospects, (3) Full context on every conversation, (4) Higher meeting booking rates = better quota attainment = higher comp.

Result: They actually enjoy their jobs again. Tenure goes from 6 months to 18+ months. You stop constantly hiring and training replacements.

And the kicker: Same headcount, 40% more meetings."
🛡️
Objection Handling
"My SDRs won't want this - they'll think it's replacing them" ▼
Acknowledge
"Fair concern—change is scary."
Reframe
"Position it this way to your team: 'I'm removing the worst parts of your job—the Sunday follow-ups, the cold chase, the context loss. Wyzard handles that so you can focus on what you're actually good at: building relationships and closing deals. Same job, better leverage.' Most SDRs are thrilled. They hate the reactive grind."
Evidence
"At [Customer], the SDR team was skeptical. After 30 days, they were advocates. Why? Their quota attainment jumped 35% because they only worked qualified leads. Higher comp, less stress, better jobs."
"We need our SDRs to build skills - won't this hurt their development?" ▼
Acknowledge
"Development is critical—SDR is a stepping stone."
Reframe
"What skills do you want them to develop? Discovery. Objection handling. Deal progression. Relationship building. Wyzard removes the LOW-VALUE tasks—chasing cold leads, copying emails into CRM, basic qualification. Your SDRs spend MORE time on high-value conversations that actually develop closing skills. They graduate to AE faster because they get more quality reps."
Evidence
"One SDR manager said: 'My reps used to have 2-3 real discovery calls per day. Now they have 6-7. They're learning faster and promoting faster because they're doing real sales work, not admin.'"
"We just hired 3 more SDRs - we have capacity now" ▼
Acknowledge
"Great—you're scaling the team."
Reframe
"Two questions: (1) How long until those 3 are fully ramped? Usually 3-6 months. (2) What happens in 6 months when marketing doubles lead volume again? You hire 6 more? That's a hiring treadmill. Wyzard gives you elastic capacity. Those 3 new SDRs + Wyzard = the output of 9 SDRs. You just 3x'd your ROI on those new hires."
Evidence
"One team hired 4 SDRs, then deployed Wyzard. Those 4 SDRs ramped in 6 weeks instead of 12 because Wyzard handled the easy stuff. They focused on learning discovery and closing from day one."
"Our SDRs already use Outreach/SalesLoft for sequences" ▼
Acknowledge
"Good—they have workflow tools."
Reframe
"Outreach/SalesLoft automate sequences your SDRs manually load. Wyzard captures leads your SDRs aren't even seeing yet—web visitors who didn't fill forms, event attendees who ghosted, LinkedIn engagements. It qualifies them in real-time, then feeds sales-ready leads into your SDRs' Outreach queues. They work together. Outreach is the execution layer. Wyzard is the intelligence layer."
Evidence
"Most customers keep both. Wyzard handles inbound triage 24/7. When a lead is qualified, it goes into the SDR's Outreach cadence. Best of both worlds."
✉️
Follow-Up Email Template
💼 VP Sales / CRO
Focus: Pipeline Growth, Coverage, Scalability, Attribution
📊 Discovery Excellence for VP Sales / CRO
Key focus areas for sales executives:
  • Pipeline gaps - How much are they leaving on the table?
  • Coverage & scalability - Can they handle growth without massive hiring?
  • Forecast accuracy - Do they trust their pipeline visibility?
  • Speed-to-lead - Are they losing deals to faster competitors?
🔒 The Anchor Line
"This isn't about cutting headcount. It's about protecting pipeline when you can't hire fast enough."
[PAUSE - Let this land]
📋
Pre-Call Preparation (5 min)
Revenue goals: Look for public statements about growth targets, ARR milestones
Sales org size: LinkedIn count of AEs, SDRs, SEs - understand team structure
Recent hiring: Are they aggressively hiring sales roles? Sign of growth or churn
Market position: Competitors, market share, recent wins/losses
Stack sophistication: CRM, sales engagement tools, intent data - shows maturity
❓
Discovery Questions
🔥 Critical - Don't Skip
"What % of inbound leads never get touched at all? And how much pipeline do you think that represents?"
Why: Quantifies the revenue leak - creates urgency for executive decision
🎧 Listen for:
"Probably 30-40%", "honestly not sure", "too many to handle" → CALCULATE: This is millions in lost pipeline
🔥 Critical - Don't Skip
"If marketing 2x'd lead volume tomorrow, could your team handle it without hiring?"
Why: Exposes scalability problem - shows Wyzard as elastic capacity solution
🎧 Listen for:
"No way", "we'd need to hire 5-10 more SDRs", "already stretched thin" → This is the pain point
Coverage & Speed
"What's your coverage like outside business hours? Nights, weekends, holidays?"
Why: 24/7 coverage gap - Wyzard fills 60% of the week they're missing
🎧 Listen for:
"We have auto-responders", "leads wait until Monday", "we miss a lot of weekend traffic"
Competitive Pressure
"How often do you lose deals because a competitor responded faster?"
Why: Speed-to-lead is competitive advantage - creates urgency
🎧 Listen for:
"More than we'd like to admit", "speed matters a lot in our space", "prospects tell us they went with whoever got back first"
Pipeline Visibility
"How confident are you in your pipeline forecast for next quarter?"
Why: Attribution and visibility gaps - Wyzard provides end-to-end tracking
🎧 Listen for:
"It's educated guesswork", "sales and marketing see different data", "attribution is messy", "lots of unknowns"
Qualification Consistency
"Do your AEs complain about lead quality? What's the disconnect between marketing and sales?"
Why: Surfaces handoff and qualification problems
🎧 Listen for:
"Constant tension", "AEs cherry-pick", "qualification is inconsistent", "we argue about MQL definitions"
Growth Constraints
"What's your biggest constraint to hitting revenue targets? Headcount? Lead volume? Conversion rates?"
Why: Identifies primary bottleneck - shows where Wyzard fits
🎧 Listen for:
"Can't hire fast enough", "conversion rates are stuck", "leads fall through cracks", "capacity problem not volume problem"
Sales Cycle
"Where in your sales cycle do deals typically stall or fall out?"
Why: Shows where engagement and nurture gaps exist
🎧 Listen for:
"After initial demo", "during evaluation", "we lose them to status quo", "slow follow-up kills deals"
🎬
Demo Positioning & Flow
⚠️ Positioning Trap
Don't get into weeds. Stay at strategic level: pipeline growth, competitive advantage, scalability.
1Start With Revenue Impact
Frame around their pipeline gap and growth targets.
Script
"So you're leaving 30-40% of inbound leads untouched, team can't scale fast enough to handle growth, and you're losing deals to faster competitors. That's a coverage and speed problem costing you pipeline. Sound right?"
2The Analogy Hook
Use "Air Traffic Control" analogy for executives.
Script
"Think of Wyzard as air traffic control for your revenue pipeline. Every inbound signal—website visit, form fill, event attendee, intent spike—is a plane requesting to land. Without ATC, planes circle forever, run out of fuel, or land at competitor airports. Wyzard tracks every signal, prioritizes by intent, qualifies in real-time, and ensures your closers only handle cleared-for-landing opportunities."
3Calculate Pipeline Gap LIVE
Use their numbers to show massive revenue opportunity.
Script (Use Their Numbers)
"Let's do the pipeline math together:

You said [5,000] inbound leads/month
Current MQL→SQL: [18%] = [900] SQLs/month
Average speed-to-lead: [4 hours]

With Wyzard:
• 24/7 coverage captures nights/weekends (+15% volume)
• Speed drops to <8 minutes → conversion jumps to 24% (industry benchmark)
• New monthly SQLs: 1,380 (+480 or +53%)

Pipeline impact:
• 480 additional SQLs/month × 12 = 5,760 SQLs/year
• At [25% SQL→Opp] × [$30K ACV] × [20% close]
• = $8.64M additional revenue/year

Wyzard cost: $72K/year
ROI: 120x | Payback: 3 days"
⚠️ Urgency Amplifier
"And this doesn't include the deals you're losing to competitors who respond in <5 minutes. Every quarter you wait is another $2M+ in lost pipeline. Your board isn't going to love hearing you left $8M on the table because of slow follow-up."
4Show Elastic Scalability
Address the hiring treadmill problem.
Demo Points
"You said if marketing 2x'd volume, you'd need 10 more SDRs. That's $750K in new salary + 6 months ramp + churn risk. With Wyzard, marketing 2x's volume, Wyzard scales instantly. Zero hiring lag. Zero ramp time. Just elastic capacity that grows with demand. You protect pipeline during growth without ballooning headcount."
5Show 24/7 Coverage
Demonstrate always-on competitive advantage.
Demo Points
"Your team works 9-5 weekdays. That's 40 hours/week. There are 168 hours in a week. You're dark 128 hours/week—76% of the time. Wyzard covers those 128 hours. Lead comes in Saturday at 8pm, competitor responds Monday at 10am, you respond in 8 minutes. Who do you think wins that deal?"
6Show Full Attribution & Visibility
Address forecast confidence problem.
Demo Points
"You said pipeline forecasting is 'educated guesswork.' Wyzard tracks every touchpoint—first signal to closed-won. You finally see: This webinar drove 47 SQLs, 12 deals, $360K. That LinkedIn campaign? 3 SQLs, zero deals, kill it. You allocate budget based on data, not opinions. Sales and marketing finally see the same truth."
7Close With Strategic Impact
Tie to board-level outcomes.
Script
"Here's what this means for you strategically:

• Revenue: $8.64M additional pipeline without new hires
• Efficiency: Same GTM budget, 50%+ more output
• Competitive: You respond in <5min while competitors take hours
• Scalability: Growth doesn't require linear headcount increase
• Predictability: Clear attribution = accurate forecasting

This is how you hit your number without 2x-ing your sales org. 14x ROI"
🛡️
Objection Handling
"We're planning to hire more SDRs anyway" ▼
Acknowledge
"Totally understand—you need capacity."
Reframe
"Two scenarios: (1) Hire 10 SDRs at $75K each = $750K/year + 6 month ramp + 30% annual churn = constant hiring treadmill. (2) Hire 5 SDRs + deploy Wyzard. Those 5 with Wyzard coverage = output of 15 traditional SDRs. You just saved $375K in salary, eliminated ramp lag, and have elastic capacity for growth. Which board presentation do you want to give?"
Evidence
"One VP Sales was approved for 8 SDR headcount. Hired 4, deployed Wyzard. Got output of 12 SDRs, saved $300K, used savings for two more AEs. CFO loved it."
"Our AEs want to control their own pipeline" ▼
Acknowledge
"Good AEs are protective—fair."
Reframe
"Ask them this: Would you rather (1) Talk to 100 raw leads to find 15 good ones, or (2) Talk to 15 pre-qualified, warm leads with full context and close 5? Wyzard doesn't take away control—it removes noise. Your AEs still qualify, still control their pipeline. They just start from 'already interested and informed' instead of 'cold and skeptical.' Time-to-close drops, win rates go up."
Evidence
"At [Customer], AEs were initially resistant. After 60 days, quota attainment jumped 25% because they stopped wasting cycles on tire-kickers. Now they're the biggest advocates."
"What's the ROI? Need to justify this to finance" ▼
Acknowledge
"Absolutely—CFO needs hard numbers."
Reframe
"We track five metrics: (1) Speed-to-lead improvement, (2) MQL→SQL lift, (3) Cost per SQL reduction, (4) Pipeline generated, (5) Avoided hiring costs. Typical customer: $72K Wyzard investment generates $8-12M incremental pipeline. ROI: 12-15x. Payback: <30 days."
Evidence
"[Customer]: 5K leads/month, 18% conversion. After Wyzard: 24% conversion. +300 SQLs/month. At $25K ACV, 20% close = $1.5M additional revenue/month. Annual: $18M. Investment: $72K. CFO approved expansion in 45 days."
"We need to see proof before committing" ▼
Acknowledge
"Smart—prove it before you buy it."
Reframe
"We offer Outcomes-Based pilots: 30 days, pick one high-volume source (webinars, paid traffic, website). If we don't improve your MQL→SQL rate by 20%, you don't pay. We eat the risk. You get the proof."
Evidence
"85% of pilots convert to full deployment because results are obvious in weeks. One team tested on webinar leads—went from 6% to 11% conversion in 3 weeks. Immediately expanded to all inbound."
✉️
Follow-Up Email Template
🚀 CMO / VP Demand Gen
Focus: Marketing ROI, Budget Efficiency, Board-Level Attribution
📊 Discovery Excellence for CMO / Demand Gen
Executive-level focus areas:
  • Board-level ROI - Prove marketing drives revenue, not just leads
  • Budget allocation - Which campaigns actually close deals?
  • CAC efficiency - Get more from same spend vs asking for more budget
  • Marketing-Sales alignment - End the blame game with data
🔒 The Anchor Line
"This isn't about replacing anyone. It's about proving marketing drives revenue and optimizing every dollar you spend."
[PAUSE - Let this land]
📋
Pre-Call Preparation (5 min)
Marketing budget: Look for public statements about spend, recent funding rounds
Campaign activity: Recent webinars, events, major launches - what are they investing in?
Martech stack: Check for HubSpot/Marketo, 6sense/Demandbase, attribution tools
Growth metrics: Traffic trends, content velocity, paid ad presence
Competitive position: How aggressive are they in paid channels vs competitors?
❓
Discovery Questions
🔥 Critical - Don't Skip
"When you present marketing performance to the board, can you show which campaigns drove closed revenue? Or just pipeline?"
Why: Surfaces executive pain around proving ROI - Wyzard provides end-to-end attribution
🎧 Listen for:
"We show pipeline, not closed deals", "attribution is still a black box", "I can't prove which campaigns actually close" → This is career-level pain
🔥 Critical - Don't Skip
"What % of your marketing budget goes to channels where you can't measure ROI accurately?"
Why: Quantifies waste and measurement gaps - creates urgency for better attribution
🎧 Listen for:
"Honestly, probably 40-50%", "we guess on a lot of it", "events are a black hole", "brand spend is unmeasurable" → Millions in blind spending
Budget Pressure
"Is the CFO asking you to prove marketing ROI or potentially cut budget? How's that conversation going?"
Why: Surfaces political pressure - shows Wyzard as solution to prove value
🎧 Listen for:
"Constant scrutiny", "need to defend every dollar", "being asked to do more with less", "pressure to cut spend"
Campaign Waste
"Of all the visitors your paid campaigns drive, what % actually convert to pipeline? And how much are you paying for the ones that don't?"
Why: Quantifies paid traffic waste - Wyzard recovers this
🎧 Listen for:
"Maybe 2-5% convert", "we're wasting 95% of clicks", "cost per SQL is painful", "$500-800 per SQL on paid"
Marketing-Sales Tension
"How would you describe your relationship with sales? Are you partners or is there tension around lead quality?"
Why: Surfaces blame game - Wyzard provides common truth
🎧 Listen for:
"Constant friction", "they say our leads are garbage", "we argue about MQL definitions", "I can't defend our quality"
Event/Webinar Investment
"How much are you spending annually on events and webinars? And what's the typical ROI?"
Why: Events are high-cost, high-waste - perfect Wyzard use case
🎧 Listen for:
Dollar amounts: "$200K on events", "$50K per webinar", "honestly don't know the ROI", "maybe 5-10% convert"
Speed & Follow-up
"When someone downloads a high-value asset or attends a webinar, how fast is sales following up?"
Why: Speed kills conversion - marketing gets blamed for poor follow-up
🎧 Listen for:
"Next business day if we're lucky", "I can't control sales speed", "we lose momentum", "by the time they follow up, leads are cold"
CAC Trends
"Is your CAC going up, down, or staying flat? What's driving that?"
Why: CAC pressure is board-level concern - Wyzard improves efficiency
🎧 Listen for:
"Going up", "paid costs are rising", "conversion rates declining", "getting more expensive to acquire customers"
🎬
Demo Positioning & Flow
⚠️ Positioning Trap
Stay at strategic level. This is about defending budget, proving ROI to the board, and winning the marketing-sales partnership. Not about features.
1Start With Board-Level Pain
Frame around budget defense and ROI proof.
Script
"So when you present to the board, you can show pipeline but not closed revenue attribution. CFO is asking you to prove ROI. And you're spending 40-50% of budget on channels you can't measure accurately. That's a career-level problem. Sound right?"
2The Analogy Hook
Use "Google Analytics that closes deals" for executives.
Script
"Think of Wyzard as Google Analytics that doesn't just report what happened—it drives revenue and proves ROI. Someone clicks your LinkedIn ad at 2am? Wyzard engages, qualifies, nurtures, routes to sales when ready, tracks through to closed-won. You finally connect: 'That $50K webinar drove $840K in closed revenue. That LinkedIn campaign? $0. Kill it.' Data-driven budget allocation, not opinions."
3Calculate Budget Efficiency LIVE
Show how to extract more from same spend.
Script (Use Their Numbers)
"Let's look at your paid LinkedIn spend:

Current: [$180K/year] → [24K clicks] → [1,800 forms] → [216 SQLs]
Cost per SQL: $833
Conversion rate: 1.2% (forms/clicks)

But here's the thing: 22,200 high-intent visitors DIDN'T fill a form (95% of clicks).

With Wyzard:
• Identify + engage those 22,200 visitors via reverse IP, chat, retargeting
• Conservative 10% engagement = 2,200 conversations
• 15% qualify = 330 additional SQLs/year
• Total SQLs: 546 (up from 216 = +153%)
• New cost per SQL: $330 (down from $833)

Same $180K spend. 2.5x the SQLs. 60% lower cost.

Now multiply that across ALL your channels—webinars, events, organic, other paid. You're looking at 40-60% more pipeline from the same marketing budget. That's the board presentation you want to give."
4Show End-to-End Attribution
Address the "prove closed revenue" problem.
Demo Points
"You said you can only show pipeline, not closed revenue by campaign. Here's what Wyzard tracks:

• First touchpoint (LinkedIn ad click)
• All engagements (webinar, content downloads, website visits)
• Sales handoff (when/how routed to rep)
• Deal progression (every stage movement)
• Closed-won with revenue amount

Result: 'Q2 Webinar Series: $850K in closed revenue. LinkedIn Brand Campaign: $0 in closed revenue—pause it.' You finally prove which campaigns drive actual revenue, not just vanity metrics."
5Show Campaign-Aware Engagement
Demonstrate intelligent, contextual outreach.
Demo Points
"You spend millions on campaigns. Wyzard ensures every dollar works harder. Someone attends your webinar? Wyzard engages with: 'Saw you on the webinar asking about [X]. Here's how we solve that.' Not generic 'thanks for attending.' Campaign-aware, contextual, relevant. Higher engagement, faster conversion."
6Show Marketing-Sales Alignment
End the blame game with shared truth.
Demo Points
"You mentioned tension with sales around lead quality. Wyzard creates a shared source of truth. Sales sees: This lead visited pricing 3x, downloaded 2 case studies, attended webinar, asked about implementation—high intent. This lead filled a form once, never came back—low intent. No more arguments about MQL definitions. Data decides, not opinions. Marketing and sales finally partner instead of fight."
7Close With Board-Level Impact
Tie to career outcomes and budget defense.
Script
"Here's your next board presentation:

'We increased pipeline 50% without increasing marketing spend.'
• Cost per SQL down 60%
• Full attribution to closed revenue
• Marketing-sourced revenue up 40%
• CAC down 25%
• Sales satisfaction with lead quality: highest ever

Instead of defending your budget, you're asking for more because you can prove every dollar drives revenue. 12-15x ROI"
🛡️
Objection Handling
"We already have a marketing automation platform" ▼
Acknowledge
"Of course—HubSpot/Marketo is foundational."
Reframe
"Your MAP sends drip campaigns—static workflows based on time delays. Wyzard adds real-time intelligence: captures signals your MAP doesn't see (anonymous visitors, intent spikes, cross-channel behavior), has adaptive conversations, qualifies dynamically, routes when sales-ready. Think of it as the AI brain on top of your MAP. HubSpot executes, Wyzard decides. They work together—most customers keep both."
Evidence
"One CMO: 'HubSpot handles our nurture library. Wyzard handles real-time revenue conversations. Together, we increased marketing-sourced pipeline 55%.'"
"We're already over budget - can't add another tool" ▼
Acknowledge
"Budgets are tight—I get it."
Reframe
"This isn't an expense—it's efficiency. You're spending [$180K/year] on LinkedIn ads getting 2% conversion. Wyzard increases that to 5% for [$6K/month]. Your LinkedIn ROI just tripled. Same spend, 3x output. You can REDUCE budget on underperforming channels and reallocate to what Wyzard proves works. Net: better results, same or lower total spend."
Evidence
"One CMO used Wyzard attribution data to kill 3 underperforming campaigns ($120K/year), reallocated to what worked, increased pipeline 40%. Wyzard paid for itself 3x over in eliminated waste."
"How does this integrate with our attribution model?" ▼
Acknowledge
"Attribution is complex—critical question."
Reframe
"Wyzard supports any model: first-touch, last-touch, multi-touch, custom weighted. It tracks the full journey and syncs to your CRM/MAP, preserving whatever attribution logic you use. But here's the upgrade: it adds engagement depth and intent signals your current model doesn't see. So you go from 'came from LinkedIn' to 'came from LinkedIn, visited pricing 3x, downloaded ROI calc, asked about implementation—high intent.' Better data = better attribution = smarter budget allocation."
Evidence
"We integrate with Salesforce, HubSpot, Marketo, Bizible, and custom data warehouses. Your attribution model stays—just gets way more accurate."
"I need to see case studies from similar companies" ▼
Acknowledge
"Totally fair—proof points matter."
Reframe
"I'll send over 3 case studies from B2B SaaS CMOs in your segment. But here's what matters more: a 30-day pilot on YOUR data. Pick one campaign—webinar, paid ads, event. If we don't improve cost-per-SQL by 30%, you don't pay. You get proof with your numbers, your audience, your reality."
Evidence
"85% of pilots convert because results are obvious. One CMO tested on webinar leads—cost per SQL dropped from $620 to $280 in 3 weeks. Expanded to all channels immediately."
✉️
Follow-Up Email Template
⭐ CEO / Founder
Focus: Scalable Growth, Founder Independence, Unit Economics, GTM Efficiency
📊 Discovery Excellence for CEO / Founder
Strategic focus areas for founders:
  • Founder dependency - Are they still in every deal?
  • Scalability without bloat - 3x revenue without 3x headcount
  • Burn rate & efficiency - CAC payback, unit economics
  • GTM consistency - Encode their playbook so team executes like they would
🔒 The Anchor Line
"This isn't about replacing anyone. It's about encoding your playbook so every interaction is founder-quality—lead #1 or lead #10,000."
[PAUSE - Let this land]
📋
Pre-Call Preparation (5 min)
Funding stage: Seed? Series A/B/C? Bootstrap? Affects urgency around efficiency
Growth trajectory: ARR, growth rate, recent milestones from press/LinkedIn
Team size: How many in GTM? Growing fast or lean team?
Founder role: Still doing sales? Or fully delegated? Check recent activity
Competitive pressure: Who are they competing with? Market position?
❓
Discovery Questions
🔥 Critical - Don't Skip
"What % of deals do you still personally touch? And why—what happens when you're not involved?"
Why: Surfaces founder dependency - Wyzard removes this bottleneck
🎧 Listen for:
"Most of them", "70-80%", "they need help qualifying", "I know the ICP best", "team doesn't close without me" → This is the scalability blocker
🔥 Critical - Don't Skip
"If you want to 3x revenue in the next 12-18 months, how many people would you need to hire?"
Why: Exposes headcount scaling problem - Wyzard provides elastic growth
🎧 Listen for:
"Probably 15-20 people", "would kill our burn rate", "can't hire that fast", "don't have budget for that" → Wyzard = growth without proportional hiring
GTM Bottleneck
"Where's your biggest GTM bottleneck right now? What's keeping you from growing faster?"
Why: Direct pain identification - shows where Wyzard fits strategically
🎧 Listen for:
"Speed-to-lead", "inconsistent qualification", "I'm the bottleneck", "can't scale without me", "attribution mess", "team execution quality"
Execution Consistency
"Does your best rep close 2-3x more than your average one? What's the difference?"
Why: Surfaces skill variance - Wyzard creates consistency by encoding best practices
🎧 Listen for:
"Huge variance", "A-players do 4x the volume", "comes down to qualification rigor", "wish I could clone my best rep"
Unit Economics
"What's your current CAC payback period? And where do you need it to be?"
Why: Financial efficiency matters to founders - Wyzard improves unit economics
🎧 Listen for:
"8-12 months", "too long", "board wants us under 6", "needs to improve for next raise"
Competitive Dynamics
"How often do you lose deals on speed? Competitor just responds faster?"
Why: Speed is competitive moat - Wyzard provides instant advantage
🎧 Listen for:
"Happens more than we'd like", "speed matters in our market", "first to respond usually wins"
Runway & Burn
"How much runway do you have? And what needs to happen before you raise again?"
Why: Shows urgency around efficiency - Wyzard helps hit milestones without burning cash
🎧 Listen for:
"12-18 months", "need to hit $X ARR", "need to improve unit economics", "prove we can scale efficiently"
🎬
Demo Positioning & Flow
⚠️ Positioning Trap
Stay strategic. This is about removing yourself as bottleneck, proving business model, and building a machine that runs without you.
1Start With Founder Dependency
Frame around their role as the bottleneck.
Script
"So you're in 70% of deals because your team doesn't know the ICP like you do. Quality depends on who's working. You can't clone yourself. And to 3x revenue, you'd need to hire 20 people which would kill your burn. That's a founder-dependency problem. Sound right?"
2The Analogy Hook
Use "GTM Operating System" for founders.
Script
"Think of Wyzard as the OS for your GTM. Right now, your playbook lives in your head—ICP, qualification, objections, discovery. Wyzard encodes it. Lead #1 gets the exact same founder-quality treatment as lead #10,000. Your best process becomes the default. You stop being the bottleneck."
3Show 3x Growth Without 3x Headcount
Calculate the path without hiring bloat.
Script
"You want [$5M → $15M ARR] in 12-18 months.

Traditional: Hire 15-20 people ($1.5M burn), 6-month ramp, 30% churn, you're still in every deal.

With Wyzard: 6 SDRs + Wyzard = output of 18 SDRs. Hire just 2 AEs for closings. Final: 6 SDRs, 6 AEs → $15M ARR.

Saved: $1.2M hiring costs, 6-9 months ramp, your time: 30 hrs/week back.

This is how you build a scalable business, not just a bigger team."
4Show Playbook Encoding
Demonstrate removing founder dependency.
Demo Points
"You know exactly what good-fit looks like. Discovery questions that matter. Objection handling. All in your head. Wyzard encodes it: ICP criteria, qualification framework, responses, discovery process. New SDR? Wyzard enforces your playbook from day one. You're not in every deal. You're scaled."
5Close With Founder Freedom
Paint the picture.
Script
"In 12 months: Revenue $5M→$15M (3x). Headcount 10→12 (not 30). Your deal involvement: 10% (down from 70%). Your time back: 30 hrs/week. Focus: Product, strategy, fundraising—not firefighting. CAC payback <6 months. Execution: Consistent, founder-quality, always.

You built a machine that runs without you. That's what investors fund. That's what sells for 10x ARR. This is how you build a $100M company."
🛡️
Objection Handling
"I need to stay close to customers" ▼
Acknowledge
"Customer intimacy is critical."
Reframe
"'Close to customers' ≠ 'in every deal.' Talk to customers for product feedback, strategic accounts, market understanding. But being in 70% of deals because team can't qualify? That's broken. Wyzard handles repetitive qualification so you focus on the 10% of strategic conversations that need you. Quality time, not quantity."
Evidence
"One founder: 80% → 15% deal involvement. Those 15% were strategic enterprise, design partners, advisory board. Higher value, zero firefighting."
"We're bootstrap/early - can't afford this" ▼
Acknowledge
"Every dollar matters early."
Reframe
"What's more expensive: $6K/month for Wyzard, or hiring one SDR at $75K/year who takes 6 months to ramp? Wyzard = output of 2-3 SDRs for cost of 0.1 SDRs. On from day one. No ramp, no churn. If bootstrap, this is how you compete with funded competitors without matching hiring."
Evidence
"Bootstrap founder: 'Had budget for 1 SDR. Got Wyzard instead. First month: 3x the meetings. Broke even in 45 days.'"
✉️
Follow-Up Email Template