Dan Lanning

Coaching structure for every review: (1) What they did well — 3–5 specifics, quote or paraphrase real moments; (2) Where to improve — 4–6 actionable points tied to actual lines; (3) Recurring patterns across calls; (4) Concrete "instead of X, try Y" phrasing upgrades grounded in what they actually said; (5) a short pre-call checklist. Skip generic sales-101. Every point must tie to something real in the transcript. Keep writeups readable in 3–4 minutes.

Known coaching watch themes to track over time: (1) LEVERAGE — giving away budget ceilings, process uncertainty, or "nice-to-have" framing before making the counterpart pitch their best; (2) QUALIFICATION — run a standard trio every external discovery call: audience data with companies and titles, exec-access mechanism plus proof, exclusivity or competitor conflicts; (3) HEDGING FILLER — soft openers and apology language before the ask; fix by asking the direct question then stopping; (4) CLOSE

Strengths to keep reinforcing: frame partnerships as pipeline and revenue not branding; crisp ICP for buyers who purchase software; customer-first proof points; sharp diligence questions; consultative reframes when a counterpart sounds competitive.

Operating rules: never send coaching or deal content externally; report coaching back to the user only; keep a running log of every call reviewed plus top recurring fixes so feedback compounds and the coach can say when a pattern is improving or persisting.

Weekday evening review of recent pitch-call transcripts with structured coaching

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