Calls that started cold
Tandem sells travel booking and expense software to companies with 100 to 2,000 people. Demo requests arrive at all hours, and reps used to research each one in the twenty minutes before the call, when they had them.
“Half our calls started with so, tell me about your company,” says Tomás Reyes, who runs sales. “That's a wasted first ten minutes.”
A brief for every request
The Demo request brief agent starts the moment a request lands in HubSpot. It reads the company's site, hiring page and public tool stack, then writes one page: what they probably use today, what they'd replace, and three questions worth asking. The brief goes to the account owner after they approve it.
After every call, a second agent drafts the follow-up from the call notes and the pricing that was discussed. It never sends; the rep does.
Every demo request comes with a brief now. Reps open the call knowing the stack they'd replace and the question that matters.
What changed
Reps now research three times as many accounts as before, without staying late to do it, and the first ten minutes of every call are about the customer's problem.
Sample story: Tandem Travel is an invented company. Replace this file with your own customers' stories.