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CallCopilot — Discovery Call with Meridian Software
Live Transcript
11:24
Mark Rivera (Buyer)
We’ve been on our current CRM for about six years now but honestly, adoption is terrible. Half the team just logs calls in spreadsheets instead.
You (Rep)
That’s frustrating. What do you think is driving the low adoption?
Mark Rivera (Buyer)
It’s just too slow and complex for what we need. We’re a 40-person sales team, not an enterprise. The customization backlog alone is killing us.
Next Question to Ask

You said half the team is logging calls in spreadsheets instead whats the downstream impact of that? Are deals falling through the cracks, or is it more of a forecasting and visibility problem for leadership?

Why this questionMetrics + Implicated Pain

Mark described the symptom (low adoption, spreadsheets) but hasnt quantified the business impact yet. Getting him to connect it to lost deals or unreliable forecasting gives you a pain metric to anchor the business case around when you present to Lisa.

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Mark Rivera (Buyer)

“Half the team just logs calls in spreadsheets instead.”

Next Question to Ask

“You said half the team is using spreadsheets — is that causing deals to slip through the cracks, or is it more of a forecasting problem for leadership?”

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Progress3 of 8 covered
MEDDPICC
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Summary

Discovery call with Mark Rivera (VP Sales) at Meridian Software. Evaluating CRM replacement due to low adoption. CRO Lisa holds budget, needs migration plan and adoption proof.

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Mark Rivera (Buyer)

“It's just too slow and complex for what we need.”

You (Rep)

“What do you think is driving the low adoption?”

Mark Rivera (Buyer)

“Half the team just logs calls in spreadsheets instead.”

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Discovery — Meridian Software
Tomorrow 2:00 PM · 45 min · Zoom
MR
Mark RiveraVP Sales
LP
Lisa ParkCRO
Suggested Topics
CRM adoption issuesMigration timelineTeam growth plans
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