Role Play - Discovery
Roleplay Exercise: AE & Nonprofit Manager
Instructions:
This roleplay is designed to help AEs practice leading a structured discovery call using the MEDDIC framework. One person plays the AE, and the other plays the Nonprofit Manager. Review the BDR notes bellow, and then open the, "Discovery Call Flow / Guide" and follow it during the role-play.
Role Descriptions:
AE Role: Your goal is to uncover the nonprofit’s key challenges, align Fundraise Up’s value, and move the deal forward.
Nonprofit Manager Role: Respond naturally to the AE’s questions based on the sample responses or improvise realistic nonprofit concerns.
Notes from the BDR conversation
BDR: “Hi [Nonprofit Manager], thanks for taking the time today. To start, can you tell me a little about your organization’s fundraising strategy?”
Nonprofit Manager: “Sure! We primarily rely on major gifts and peer-to-peer fundraising, but we want to grow our online giving.”
BDR: “That’s great. What percentage of your donations currently come from online channels?”
Nonprofit Manager: “About 20%, but we know there’s room for growth.”
BDR: “Absolutely. Many nonprofits see a significant increase with the right tools. What are some challenges you’ve faced in scaling online donations?”
Nonprofit Manager: “Our website traffic is decent, but we aren’t seeing a high conversion rate. Also, retaining first-time donors has been tough.”
BDR: “I hear that a lot. What happens when those donors don’t convert or stay engaged?”
Nonprofit Manager: “We lose potential revenue and have to spend more time and money on new donor acquisition.”
BDR: “That makes sense. Fundraise Up helps with that by optimizing the donor experience and automating follow-ups to increase retention. Would you be open to seeing how it works in a demo?”
Nonprofit Manager: “That sounds interesting. I’d like to see how it compares to what we’re currently using.”
BDR: “Great! I think theres some great potential here for a partnership. I'd love to set up a deeper conversation with one of pour Account Executives. Are you free on Tuesday or Wed next week?