Research-to-meeting clinic
Turn a demand signal
into a real conversation.
Research one lead. Build one useful reason to call. Practice the conversation. Record the next action.
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Sales training · 60 minutes
Turn a demand signal
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Today
One hour · one complete loop
Learn it. Research it. Say it. Record it.
08Bounties + Q&ARole and paid path
05Lead anatomyRead the board
04Live researchGemline example
09Research sprintYour own lead
06Build the briefChallenge assumptions
15Role-playThree rotations
06ObjectionsKeep the next step
07Record + commitThree live leads
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Your job · five minutes
Open the relationship
You do not need to close.
You need to create forward motion.
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Bounty questions · three minutes
Ask now · apply the same rules later
The milestone must represent a real result.
What counts as a reply?
A new fact, a disqualifying fact, a referral, or real interest. “No thank you” alone does not count.
When does the meeting pay?
When the meeting with Graham occurs. A booked meeting that does not happen does not pay.
Who accepts qualification?
Graham accepts the opportunity after the meeting. The SDR does not need to qualify or close it alone.
Who keeps the close?
The SDR’s name stays attached after the held meeting. Commission follows revenue that Acyclic collects.
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Guiding principle
Do not become a mini account executive
Your job is to open the conversation.
Do not answer “not interested” with a four-minute presentation. Ask one useful question. Then listen.
“Fair enough. Before I let you go, can I ask one quick question?”
“How are you handling [the specific workflow] today?”
Then stop talking. The answer can produce a meeting, a referral, or a real disqualifying fact. All three create useful forward motion.
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Lead anatomy
The board gives you a hypothesis
Do not read the lead as a script.
Use the supplied facts. Verify them. Improve the contact plan. Learn what the first conversation must confirm.
01Why nowThe external event that created urgency.
02EvidenceThe source that supports the claim.
03Opening angleA first sentence, not a complete pitch.
04Application hypothesisWhat Acyclic could build around existing systems.
05Ranked contactsCandidate owners. The rank can be wrong.
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Demonstration lead
Gemline · Lawrence, Massachusetts
Smart manufacturing execution
The lead is useful because the source names the change, the operational problem, and the executive who owns it.
Gemline
Broad workflow toolingWhy now
Gemline secured MMAP funding and began a long-term smart-manufacturing strategy after a CESMII roadmap.
Primary
Michael Braley
VP, Operations
Contact path
800-800-3200
One voicemail logged
Application hypothesis
A factory-execution cockpit for order release, production, warehouse milestones, automation exceptions, and shift metrics.
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Live demonstration · four minutes
Research for the conversation
Find the owner and the operational consequence.
Open the evidenceConfirm the event, date, and exact language.
Open the company siteConfirm the facility, business model, and operating context.
Verify the personConfirm title, tenure, and ownership of the affected workflow.
Search the workflowLook for systems, jobs, projects, partners, and current language.
Write the unknownName the one fact the first conversation must confirm.
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Gemline · answer key
What the research should produce
The buyer is unusually clear.
The research does not prove that Gemline wants our application. It proves that Michael Braley owns the relevant operating problem.
Account brief
Confirmed eventCESMII roadmap completed. MMAP funding secured. Long-term execution started.
Observed problemGemline described fragmented systems during plans for rapid growth.
OwnerMichael Braley owns order management, manufacturing, warehousing, facilities, engineering, and factory automation.
Useful unknownWhere does work still move through spreadsheets, email, or disconnected status meetings?
Next askA 15-minute working session with Graham about one missing execution layer.
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Self-directed research · nine minutes
Choose one assigned lead
Build your own account brief.
01 · EventWhat changed?
02 · EvidenceWhat confirms it?
03 · ConsequenceWhat became harder?
04 · BuyerWho owns that workflow?
05 · ApplicationWhat could Acyclic build?
06 · UnknownWhat must the call confirm?
09:00
Use public sources. Do not invent a pain. Stop at nine minutes.
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Talk track
Four bullets, not a speech
Sell the meeting.
Do not sell the build.
01
Identity
Your name and Acyclic.
02
Reason
The verified demand event.
03
Value
One affected workflow.
04
Ask
Ownership or a meeting.
Hi Michael, this is [name] with Acyclic. The reason for my call is that I saw Gemline moved from a CESMII roadmap into funded smart-manufacturing execution.
We build custom operating software around the systems a company already uses. We had an idea for joining order release, production, and warehouse exceptions in one operating view.
Is that something you own? If yes: ask for a short meeting with Graham. If no: ask who owns it.
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Role-play · 15 minutes
Three rounds · five minutes each
SDR. Prospect. Observer.
Rotate every round.
Run the call
The SDR uses the researched lead. The prospect gives one realistic objection.
Give evidence
The observer names one effective move and one specific change.
Run it again
The SDR repeats the difficult part with the correction.
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Observer scorecard
Eight observable behaviors
Six points means ready for live outreach.
1Name and Acyclic
2Factual reason for the call
3One operational consequence
4Plain-language Acyclic explanation
5Ownership question
6Clear meeting request
7Direct objection response
8Specific next action
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Objection drill · six minutes
Keep the conversation useful
Do not fight the objection.
Find the next true step.
“Send me information.”
“I can. Which part is most relevant: production status, warehouse handoffs, or automation exceptions?”
“We already have software.”
“That makes sense. We usually fill the gaps around existing systems. Is there still any status work outside them?”
“I am not the right person.”
“Who owns the day-to-day execution of this work? May I mention that you directed me?”
“Not interested.”
“Understood. Is that because the workflow is already covered, or because the timing is wrong?”
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Record the truth
The GTM tool remembers for the team
Log what happened and what happens next.
Confirm the actionCall or email only after it happened.
Write the changed factWho answered? What did you learn?
Set the next actionCallback, different person, follow-up, or stop.
Update the contact pathPromote, add, or mark the wrong person.
Substantive · $30
- A new operational fact
- A disqualifying fact
- A referral to the real owner
- Real interest or a concrete condition
Not substantive
- “No, thank you” alone
- A voicemail
- An unanswered email
- A guess that the rep made
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Before we leave
Commit to three leads
Name the person.
Name the channel.
Name the time.
Update each lead in the GTM board. Start the first work block today.