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Step 1 of 6
Sample callSummary
Jonas wants order entry automated before Q1. Sofie Janssens, the CFO, signs off and has not been met yet.
Transcript
- 00:48
Emma Claes · Rep
Thanks for making time, Jonas. Lotte, good to have you here too. Shall we start with how orders reach you today?
- 01:30
Lotte Maes · Planning Lead
Mostly by email. PDFs, Excel sheets, sometimes a photo of a delivery note.
- 04:12
Emma Claes · Rep
How much time goes into keying orders from the inbox into your ERP today?
- 04:31
Jonas De Smet · Head of Operations
Eleven planners, about two hours a day each. All of it re-keying.
- 06:55
Jonas De Smet · Head of Operations
And when one is keyed in wrong, a truck leaves with the wrong load.
- 09:40
Emma Claes · Rep
What happens when a planner is out sick?
- 10:02
Lotte Maes · Planning Lead
Then the others stay late. In peak weeks we hire temps just to key in orders.
- 10:25
Emma Claes · Rep
Let me walk you through how Halden reads an order. It opens the attachment, finds the customer, the addresses and the load, checks them against your ERP, and then…
- 14:05
Jonas De Smet · Head of Operations
That would give my planners most of their day back.
- 18:03
Jonas De Smet · Head of Operations
It has to connect to our TMS. That is a hard requirement.
- 20:15
Emma Claes · Rep
What is it worth to you if every order goes in right the first time?
- 20:48
Jonas De Smet · Head of Operations
Fewer wrong loads, for a start. Every one costs us a few hundred euros.
- 22:40
Jonas De Smet · Head of Operations
Anything over 25,000 goes to Sofie, our CFO. She has not seen this yet.
- 27:10
Jonas De Smet · Head of Operations
I will set up the meeting with Sofie myself. I want this live before Q1.
- 30:05
Emma Claes · Rep
I will send you the TMS overview by Thursday, and we find a slot with Sofie.
MEDDIC
4.5of 6
- MetricsMet
Eleven planners lose about two hours a day each to re-keying orders.
- Economic buyerMissing
Sofie Janssens, CFO, signs above €25,000 and has not been met.
- Decision criteriaMet
A connection to their TMS is a hard requirement.
- Decision processPartly
CFO sign-off is known; the steps after it are not.
- Identify painMet
A wrongly keyed order sends a truck out with the wrong load.
- ChampionMet
Jonas offered to set up the CFO meeting himself.
Select a timestamp to see the moment in the transcript.
- 00:48
Emma Claes · Rep
Thanks for making time, Jonas. Lotte, good to have you here too. Shall we start with how orders reach you today?
- 01:30
Lotte Maes · Planning Lead
Mostly by email. PDFs, Excel sheets, sometimes a photo of a delivery note.
- 04:12
Emma Claes · Rep
How much time goes into keying orders from the inbox into your ERP today?
- 04:31
Jonas De Smet · Head of Operations
Eleven planners, about two hours a day each. All of it re-keying.
- 06:55
Jonas De Smet · Head of Operations
And when one is keyed in wrong, a truck leaves with the wrong load.
- 09:40
Emma Claes · Rep
What happens when a planner is out sick?
- 10:02
Lotte Maes · Planning Lead
Then the others stay late. In peak weeks we hire temps just to key in orders.
- 10:25
Emma Claes · Rep
Let me walk you through how Halden reads an order. It opens the attachment, finds the customer, the addresses and the load, checks them against your ERP, and then…
- 14:05
Jonas De Smet · Head of Operations
That would give my planners most of their day back.
- 18:03
Jonas De Smet · Head of Operations
It has to connect to our TMS. That is a hard requirement.
- 20:15
Emma Claes · Rep
What is it worth to you if every order goes in right the first time?
- 20:48
Jonas De Smet · Head of Operations
Fewer wrong loads, for a start. Every one costs us a few hundred euros.
- 22:40
Jonas De Smet · Head of Operations
Anything over 25,000 goes to Sofie, our CFO. She has not seen this yet.
- 27:10
Jonas De Smet · Head of Operations
I will set up the meeting with Sofie myself. I want this live before Q1.
- 30:05
Emma Claes · Rep
I will send you the TMS overview by Thursday, and we find a slot with Sofie.
Longest monologue 3:40
Above the 2:30 benchmark for a discovery call
00:0032:14
- 10:02
Lotte Maes · Planning Lead
Then the others stay late. In peak weeks we hire temps just to key in orders.
- 10:25
Emma Claes · Rep
Let me walk you through how Halden reads an order. It opens the attachment, finds the customer, the addresses and the load, checks them against your ERP, and then…
- 14:05
Jonas De Smet · Head of Operations
That would give my planners most of their day back.
Comments
Pinned to 10:25Marc Wouters · Sales Manager · Today, 15:10
3:40 without a pause, right after Lotte told you about the temps. Stop after the first minute and ask which orders hurt most. She was ready to tell you.
Emma Claes · Account Executive · Today, 15:24
Fair point. Next time I turn the walkthrough into two questions.
HubSpot · Deal
Northwind Logistics · Order automation
Owner Emma Claes
About this deal
- Stage
- Proposal
- Amount
- €38,000 a year
- Next step
- Meet Sofie Janssens, CFO, week of 9 Nov
- Decision maker
- Sofie Janssens, CFO
- Close date
- 31 Mar 2027
- Metrics
- 11 planners × 2 h a day re-keying orders
- Decision criteria
- Must connect to their TMS
- Champion
- Jonas De Smet, Head of Operations
Updated by Drummer · approved by Emma · 14:32
Follow-up email
Drafted by Drummer in English
- From
- Emma Claes
- To
- Jonas De Smet, Northwind Logistics
Order automation for your planners: next steps
Hi Jonas,
Thanks for your time today. What stayed with me: eleven planners spend about two hours a day re-keying orders, and one wrong entry sends a truck out with the wrong load.
You named the TMS connection as a hard requirement. I will send you how that works in your setup by Thursday.
You offered to bring in Sofie. Would the week of 9 November work for 30 minutes with her?
Best, Emma
Focus mode · 1 of 3 next steps
Try a question
Questions about the tour
Is this the real product?
It is a faithful replica of Drummer’s call page, scorecard, CRM update and follow-up, built in the browser so it runs without an account. The call, the people and both companies are invented. In a demo we show the same screens on your own calls and your own CRM.
Does Drummer work with Salesforce as well as HubSpot?
Yes. The tour shows a HubSpot deal, but Drummer writes to Salesforce, Microsoft Dynamics 365, Pipedrive, Zoho, Teamleader and Attio the same way: the fields Drummer fills are marked, the rep approves, and every write has an audit trail.
Which languages does Drummer understand?
More than 60, including Dutch, French and German. The transcript, the scorecard reasoning and the follow-up email follow the language of the call, so a Dutch call gets a Dutch recap, like the Dutch version of this tour shows.
See it on your own calls
Thirty minutes, on your own calls and your own CRM. No migration, nothing for your reps to learn.