B2B SaaS

Practice every call in a SaaS deal, from first demo to renewal

Quotain builds buyers from your playbook, CRM, Knowledge library and recorded calls, and grades each attempt on the scorecard for that call. Add this week’s release notes to Knowledge and the next practice call can use them.

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Quotain's practice library grouped by call type: discovery, demo, competitive, renewal and expansion, ten scenarios with each one's buyer and team average. A new demo scenario for usage-based billing appears. Arjun Mehta, VP Sales at Lumen Labs, is open on the right: a discovery call where he opens with “We built our own forecasting sheet. Why would I pay for this?”, built from the sales playbook, Lumen Labs in Salesforce and three Gong calls, scored on three criteria.

The calls a SaaS quarter is made of. Each one is a buyer your reps can rehearse and a scorecard Quotain grades them on.

First calls, demos and the pricing conversation that follows.

  1. Discovery with a homegrown tool

    VP Sales

    “We built our own forecasting sheet. It’s ugly, but it’s free and my team knows it.”

    Scored on
    • Quantify the cost of the current process
    • Tie the problem to a stated goal
    • Secure a dated next step

  2. Demo for a champion

    Director of Revenue Operations

    “I like it. Now help me explain it to my CRO in five minutes.”

    Scored on
    • Map the demo to the CRO’s goals
    • Equip the champion with a summary
    • Confirm the decision process

  3. Pricing and seat-count pushback

    VP Finance

    “We’d start with 40 seats, not 120. What does that do to the price?”

    Scored on
    • Hold value before discussing discount
    • Trade concessions for commitments
    • Confirm who signs

One scenario for every version of the deal. Change one detail and the buyer’s next line and the scorecard change with it.

  1. 01 · Competitor

    Swap the competitor.

    Name the competitor and the buyer pushes back with it in mind, while the scorecard checks claims against the positioning in Knowledge.

    In the scenario with Arjun Mehta, VP Sales at Lumen Labs, the competitor changes from Relaybase to Pipewell. His next line becomes “We’ve run Pipewell for three years. Switching would cost my ops team a quarter,” and the criterion becomes Size the switching cost.
  2. 02 · Deal stage

    Move the deal to renewal.

    The same account at renewal asks about adoption and seats, and the call is graded on your renewal scorecard.

    The deal stage changes from Discovery to Renewal. Arjun now says “Pipewell called last week. Only 70 of our 120 seats logged in this quarter, so why renew all of them?” and the call is scored on Rebuild the case from usage.
  3. 03 · Latest release

    Add what shipped this week.

    Put the release notes in Knowledge and the buyer asks about them. What the rep claims is checked against the notes.

    The latest release changes to Forecast rollups. Arjun asks “Your release notes say rollups now work across regions. Show me that before I sign for another year,” and the criterion becomes Describe the release as it shipped, with claims checked against the Oct 9 release notes in Knowledge.

Built with the teams putting strategy into practice

I’ve made hundreds of real cold calls and Quotain’s simulations have been genuinely helpful to practice. The feedback is simple and helped me realize what I need to do to handle objections better in future calls.

Sam KangGTM Midasoft

Questions SaaS sales leaders ask before rolling out practice

How do we keep practice current when the product ships every week?

Save release notes, updated positioning and new battlecards to Knowledge, then build the next scenario around them with the Assistant. When a scorecard evaluates factual claims, Quotain checks what the rep said against Knowledge and marks each claim supported, contradicted or unsupported, with a link to the source document.

Can Quotain use our Gong calls?

Yes. Connect Gong once and new calls keep syncing with their transcripts. Fathom, Fireflies, Otter, Chorus, Salesloft, Clari Copilot, Grain, Granola, Circleback and Salesfinity connect the same way, or you can upload a recording or transcript. Quotain grades those calls on your scorecards and can build practice buyers from them.

Can the buyer bring up a specific competitor?

Yes. Save your battlecards and competitive positioning to Knowledge and build the scenario around the competitor your reps face. The buyer pushes back with that competitor in mind, and the scorecard can check the rep’s claims against the positioning you approved.

Do renewal and expansion calls get their own practice?

Yes. Call stages are configurable, so you can add renewal, QBR or expansion stages next to discovery, demo and negotiation, each with its own scorecard. Build the buyer from the account’s CRM record and recorded calls so the practice reflects that customer.

How do we ramp a new hiring class?

Build the program as a module with a pass rule for each task, then add a cohort for the class with its own roster and due date. Turn on certificates if reps should certify before they take customer calls. The cohort shows who has completed each task.

How is Quotain priced?

Start with a free practice call, no credit card required. Team plans are quoted for your seats and scope, and include buyers built from your playbook, calls and deals, custom scorecards, real-call grading, modules and certification.

Which languages do the buyers speak?

AI buyers speak 32 languages, including Spanish, German, French, Portuguese and Japanese, so teams selling into new regions practice in the language of the call.

Rehearse this quarter’s calls before the buyer is listening

Book a demo to see Quotain build a buyer from one of your accounts, or run a free practice call now.

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