What is it: a way to build credibility on calls

How to use it (step by step)

1. Share 1–2 common problems you hear from similar roles
2. Ask: "Sound like your world at all?"
3. If yes → dig in: "Which one?"
4. If no → pivot: "What are you using to handle [problem] today?"
5. Use their answer to guide your follow-up

Example:

You: “Typically when I speak to other VPs, they struggle with onboarding speed or rep productivity when hiring people. Sound like your world at all?”

Them: “Nope, we’re actually all set there”

You: “Got it — what are you using to help here today?”