Who she is
Third year as an AE, hired for potential, missed quota three of the last four quarters. Her manager's words: "she has it, she just doesn't believe it yet."
Her stated goal
"Get consistent." Said three times. Consistency is the safe word; what she's describing is confidence.
The goal under the goal
Proving she belongs in the room. She called herself "lucky" for both of her big closes, at minute 9 and again at minute 44. Nobody closes a seven-figure deal twice on luck.
Baseline patterns to track
- Prospecting stops for days after a hard rejection. She calls it "research mode."
- Discounts early. Not because the deal needs it; because she doesn't believe she's worth list price yet.
- Apologizes when asking for the meeting. Listen for "sorry to bug you" in her call recordings.
- Over-prepares the demo, under-prepares the ask.
Commitments from the intake
Weekly sessions, Tuesdays · 90-day goal: prospecting blocks that survive a bad week · homework: three call recordings before session one.