Here, kile's

brain storming and planning process should bring a smile to any operator's face. My favorite part by far, though, is that his own idea didn't even crack the top three. And look, you don't have to do a shark tank style pitch in your company in order to produce something similar to what kile did here at drift. It might be fun, but either way, the outputs here are what matter. And for kile and the team, those output came in the form of the briefs they wrote. Most importantly, those briefs answered three questions, what problem were they trying to solve? What should happen and what could go wrong? And all of a sudden, what would become the codified sales lab engine started to take shape. They had these distinct a steps that they were building along the way, and step one was called ready the content. The first project that they decided to tackle, the first experiment, the first sales lab concoction, was a pain point that happened right at the beginning of the sales process. The

problem her tryid to solve the first project this tension that or repts were feeling in the very first meeting that they have with the prospect. And a lot of our pipe line is driven outbound. And in those outbound generated meetings were basically emaling. You a video or something else in emal that says, hey, i think you have this problem, base off this evidence that i see is how we solve it. And i think i can solve it for you because i've solved it for all these other people. And here's their proof pos thats generally the mechanics of a good prospecting emal at ar adrift. So they say, ok, great. I' like to hear more about that. Now, the first part of our sales process is called discovery, which implies that you're supposed to spend your first meeting learning more around the customers situation environment. But that's kind of disconnect to how that meeting came about. Like if i erca call use and say, shan, i think i can help your team in ways a, b and c, and you say, ok, shoot. I'd like to hear more about that. And then i got on the call an just like asked you questions for 30 minutes around what happened to any an, how your business works is like, hey, i'm here ti like, learn more around how you can help me. I feel like i'm just giving you information to help you close me later. And and it's not a good customer experience if you'll get frustrated with it. And so the pain points our team is articulating, customers are getting frustrated with this emphasis and discovery in the first call. We're not offering enough value. It's not helpful to them. They become impatient for a demo. And so then we rushed to the demo, and then it's not very customid, and like we don't really articulate exactly how we could help them. And so tt, the way that first meeting was going was contocrating this ripple effect all the way down the sales process. Nd, that's what we wanted to address. So tire was somebody on our solutions consulting team who had an idea of creating what we calling the a e quik dema. And it was basically a asset that we designed in pigma that they could kind of click through user work flothes. And we thought, like, i'm a marketer, and this is where i live. This is how i do my joband n this is where drift comes in and out of my workflow, right? It's not you change everything. You live in drift. Like, this is how it shows up for me. I'm a b d r. This how it shows up for me. I'm an a e. This how it shows up for me. And so we basely tracked a fictional deal, starting with like first engagements, tote marketing, through meetings getting booked, through betiars to the deal being closed an a e, and told it, i about an eight or nine minute story using figma as the aset. We cal it the quick dama. And the idea is that when someone gets on that first meeting, i can say, h i want to learn a little bit about just what you're trying to solve, but then i want to validate the thesis with you, and i want to show you what i'm thinking and how we might work with you. And i want you to give me feedback on whether you think this is interesting and worth pursuing, or if those parts of it that we want to talk more about in parts that are not relavent, and so forth. And so we saw, we built the asset at's what rad the content was. We had our solutions consultant, nick masters, built his whole work flow. We had prock marking take a cut at it, make sure talk about the right things. We made sure to show it from the user's standpoint. And then we moved a phase two, which is, let's get two raps from each segment to agree to try this on

their next three discovery calls.