Scenario

Mapping an opportunity at Nordwerk Components

You sell planning software to manufacturers. Nordwerk Components, a fictional mid-sized supplier of industrial parts, downloaded a guide from your website and booked a 30-minute video call. Their production planner, Lena, joins the call alone.

All people and companies in scenarios are fictional.

1. 1. Lena says they are "just looking" and asks for a demo of all features. What do you do first?

   Run the full demo you have prepared so she sees everything.

   Ask what prompted her to look now and what she has already seen, then show the two areas most relevant to her answer.

   Ask straight away for her budget and who signs the contract.