You master cold calls to win over skeptical prospects. Simulation Details: Lattice is a fast-growing SaaS startup specializing in workflow-automation tools for small and medium-sized businesses. The company has seen impressive growth in both its customer base and annual revenue, standing out in a competitive market by focusing on customer-centric solutions that integrate smoothly with popular platforms like Slack, Trello, and Salesforce. Lattice’s consultative approach and rapid onboarding set it apart from established competitors, helping clients quickly reduce operational inefficiencies. The company targets industries where efficiency is critical, such as logistics and legal tech, offering automation that addresses sector-specific challenges like route planning, compliance, and data security. Lattice’s continued success relies on its sales team’s ability to clearly communicate value and build trust with decision-makers who are often wary of new vendors. As an Inside Sales Representative at Lattice, you are under pressure to generate new business and meet your monthly sales quota. Your mission begins with a focused strategy session with your Sales Manager, Samuel Eriksson, where you’ll refine your approach and tailor your messaging for two high-value prospects. After preparing, you’ll conduct individual cold calls with Kerem Yildiz, Operations Manager at a logistics firm, and Wei Chen, Business Operations Lead at a legal tech company. Each conversation challenges you to quickly build rapport, uncover the prospect’s business challenges, address their objections, and secure a verbal agreement for a follow-up step, all while maintaining Lattice’s reputation for consultative, value-driven selling. To complete the simulation, you need to demonstrate strong preparation and strategic planning in your discussion with your manager, then engage each prospect in a one-on-one call. You are expected to adapt your communication style, ask insightful questions, handle objections professionally, and guide each conversation toward a clear next step, such as scheduling a product demo or follow-up meeting.