Dunder Mifflin
61/100
Building momentum
Missing: ROI on their numbers
Thin: Budget owner engaged
Strategic momentumFan-out: do 01 first, then 02 + 03 in parallel
Always knows the next move
01 · Do now
Lead angle
Anchor the cost of inconsistent selling before price
02 · Then
Discovery focus
Quantify what stalled deals cost them today
03 · Then
Competitive risk
Surface the "we'll just use ChatGPT" option early
Game plan
Your top 3 priorities for this deal.
01 · Discovery · Do this first
Get Michael to quantify what reps winging it actually costs
Dunder Mifflin hasn't sized what inconsistent discovery and stalled deals cost them. Until that number is on the table, Vektor's price has nothing to stand against. Pull the lost-deal and win-rate figures before the next call.
Go to Discovery →02Value
Build the win-rate case on their own pipeline numbers
Why this move →03Competition
Neutralise "we'll just use generic AI" before it stalls the deal
Why this move →How to create urgency
Trigger from their world, not your pipeline.
Urgency trigger
Dunder Mifflin's Q3 quota reset is the natural clock. Every month selling stays inconsistent is ~€29K in winnable revenue gone before it. Anchor the decision to that date.
“If you hit Q3 with the same hit-or-miss discovery, what does another quarter at a 12% win rate cost the team?”
Discovery
Coverage 55%
Decision01
“Who signs off once the business case is built?”
Listen for · 2 ▾+ Add note ▾
Problem02
“How many deals stall each quarter, and what’s that worth at your €30K average deal?”
Listen for · 2 ▾+ Add note ▾
Competition03
“Is ‘we’ll just use ChatGPT’ still on the table internally?”
Listen for · 1 ▾+ Add note ▾
Value & Cases
Built on Dunder Mifflin's numbers
Their figures
Sales reps12confirmed
Opportunities / rep / yr48confirmed
Average deal size€30Kconfirmed
Current win rate12%confirmed
Win-rate lift+2 ptsinferred
Deal-prep / opp2.5 hrsinferred
How this is worked out: 12 reps × 48 = 576 deals/yr. Lifting win rate from 12% to 14% wins ~11.5 more at €30K = €345K. Prep time saved ≈ 1,440 hrs/yr. Their numbers, not benchmarks.
The case, on their own numbers
Added revenue / year
€345K
From a conservative +2pt win rate, on their own pipeline.
Pays for itself at
1 deal
Hours reclaimed / yr
1,440
€29K
Left on the table each month. Winnable revenue slipping while selling stays inconsistent.
Built from their numbersConservative +2ptPays back in one deal
Objections
Ready before they're asked
Buyer-level
Couldn't the reps just use ChatGPT for this?▲
Real reason
Fear of paying for a tool reps won't adopt.
How to handle it
Anchor on the methodology built in and the governed reasoning. A blank prompt box fabricates and forgets; it won't coach a stalled deal.
Finance-level
Now isn't the right time.▲
Real reason
No dated trigger yet.
How to handle it
Tie it to the Q3 quota reset and the €29K/month of winnable revenue already slipping.
Competitive context
vs. Generic AI (ChatGPT & CRM copilots)
Existing solution: reps already paste deals into ChatGPT. Free, familiar, and under board pressure to “use AI”. · What drew them: speed, without buying another tool.
Their strengths
Cheap and already licensed. No new procurement.
Familiar. Reps use it daily, with zero ramp.
Fast and flexible for any one-off question.
Their vulnerability
Same models underneath, but:
Knows only the public internet, not your methodology, win cases or battlecards
Confidently makes things up, with no sourced-vs-inferred check
Forgets every deal the moment the chat closes
Waits to be asked; never reads the deal or flags the next move
Hands back a wall of text, not a scored brief and business case
A personal tool for one rep, with no shared playbook or manager view
Outreach & Emails
Any email, any stage
Tell Vektor the email you need. It drafts it from the live deal, at any stage.
Describe the email you need in a sentence, e.g. follow up and recap the next steps, or reach a new stakeholder.
Or start from a suggestion
Write a first outreach email to the prospectRecommended
Reach a new stakeholder at this account
Follow up and recap the next steps we agreed
Propose a closing plan and ask for written confirmation of the steps
Reinforce the business case ahead of their internal review
Re-engage this deal, it has gone quiet
Generate email
Strictly downstream of the brief. References only what's confirmed in the deal, nothing invented.
Every deal, objectively scored
61/100
Building momentum
Established
Partial
Not established
Problem / Discovery57/100
Pain confirmed
Established
Buyer validated the pain themselves
Pain quantified
Not established
Pain sized in their own numbers
Why-now trigger
Partial
A dated reason to act now
Buyer & decision path60/100
Champion
Established
An internal advocate is named
Champion strength
Partial
Has influence and will sell internally
Budget owner
Established
Who controls the budget
Budget owner engaged
Not established
That person is met or within reach
Buying process
Partial
How and who decides, mapped
Value & business case61/100
Solution requirements
Established
What they need it to do
Value gap (the Vektor)
Partial
Current vs required, quantified
ROI on their numbers
Partial
Business case in their own figures
Budget fit
Not established
Affordability is confirmed
Success criteria
Established
How they will judge success
Competitive & position60/100
Field known
Established
Who else is in the deal
Differentiation
Partial
A clear why-us for this buyer
Authorship
Partial
Did we shape the criteria
Status-quo risk
Partial
Cost of doing nothing, sized