MeanScoop / Sales Academy
Draft
All offers and research concepts

Talk about the business’s actual job

Begin with a recent example. Keep what works, allow a no-fit outcome and connect one relevant capability after understanding the problem.

A question-led conversation

  • What are you focused on getting people to do over the next few weeks?
  • Walk me through the last time you handled that.
  • Which part, if any, would you change?
Optional follow-ups through the conversation

  1. 1. Understand the immediate job

    What are you most focused on getting people to do over the next few weeks?

    Is there something specific to promote, or is keeping information current the bigger challenge?

  2. 2. Ask for a recent example

    Walk me through the last time you did that.

    Who did the work, where did it appear, and how did you know whether it helped?

  3. 3. Find friction without assuming it

    What works well about that process?

    Which part, if any, would you change? When did that last happen?

  4. 4. Understand the impact

    When that happens, what does it affect?

    Does it create extra work, leave something unfilled, or have very little impact? How are you estimating that?

  5. 5. Define a worthwhile improvement

    What would need to work differently for another approach to be worth trying?

    What would you keep? What result would make a small test worthwhile, and what would make you stop?

  6. 6. Connect one real capability

    May I show you how this handles the specific problem you described, including its limitations?

  7. 7. Agree on a next step

    Does this match the part you wanted to change?

    Would testing on one actual offering make sense, or is your current approach a better fit?

    What would you review afterward, and may we contact you about that agreed next step?

Record an owner’s estimate as an estimate. Hypothetical unused seats do not establish verified lost revenue.

One relevant opportunity

Optional: one future concept, if relevant

We are researching another way to help with that problem. It is not available to buy, and there is no promised launch date. May I ask how you handle it today?

Would you be willing to review a prototype using one real example when we are ready, or would you prefer not to be contacted?

Useful responses

“I already use Canva.” Keep what works. Which part of the current process, if any, still creates unnecessary work?

“How many customers will you bring me?” We cannot promise a customer count. Show the measured evidence that exists and the exact treatment delivered.

Capture concrete evidence

Take brief notes during the conversation and classify them afterward. An “interested” checkbox alone does not validate a feature.

  • Business, location, conversation date and decision-maker authority
  • Current job, recent example, frequency and current tools
  • Known time or spend; stated impact and whether it is an owner estimate
  • Desired result, concept shown and the exact price version shown
  • Spontaneous request or prompted reaction, concrete evidence and objections
  • Negative evidence, alternatives, agreed next action and contact permission
Evidence strength and limits
EvidenceWhat it establishes
Positive reactionA response to an idea; buying intent is not established.
Recent problem and workaroundA specific problem exists for this business.
Actual offering or assets providedThe business invested effort in exploring a solution.
Defined pilot agreed with decision-makerA participation commitment; revenue is not established.
Purchase reportedRequires a verified approved order before reporting revenue.
Delivered result usedSome realized utility; record the concrete behavior and source.
Repeat purchase or renewal reportedStronger recurring-value evidence; verify the actual order or billing period.
Declined, no fit or better alternativeEvidence for revising, integrating, holding or stopping work.

Report unique businesses, separate spontaneous requests from prompted reactions and retain negative evidence. A small qualified cohort is not a market-wide percentage.

This page provides conversation guidance; it does not save notes. Private notes and evidence reporting remain held until their database and remote runtime checks pass.

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