NATIVE TEAMS
Prospect:
00:00
Pre-Demo
Deck Phase
Platform Phase
Closing
Live Intel
✅
Pre-Demo Setup Checklist
Complete before you hit record. Every item matters.
0%
✓
Close all unnecessary tabs and apps
Notifications off. Slack on Do Not Disturb. Email minimised. Only Demo Pad and the Native Teams platform open.
Critical
✓
Set screen resolution to 1920×1080 or highest available
Native Teams platform looks best at full resolution. Blurry demos lose deals.
Critical
✓
Open Native Teams platform — log in and navigate to Dashboard
Pre-load the page. Don't make the prospect watch you type your password. Have the dashboard ready before you share screen.
app.nativeteams.com
Critical
✓
Open your deck in presentation mode — do not share yet
Have the deck ready on a second monitor or alt-tab away. Slide 1 visible. Don't share screen until you say "let me pull this up."
Critical
✓
Research the prospect — 5 minutes on LinkedIn and their site
Know: headcount, countries they're in, any recent funding or hiring news. Reference one specific thing during the open. Makes it feel personal, not template.
Important
✓
Know their use case — EOR, COR, or Payroll?
Check the call notes from whoever booked the meeting. Set the use case selector at the top of this page so the right script loads.
Important
✓
Type the company name in the Prospect field above
It auto-fills into the scripts and talking points so you don't have to remember it mid-demo.
Important
✓
Start the timer when the call begins
15 minutes goes fast. The timer turns amber at 10 minutes — that's your signal to start closing. Red at 13 minutes — wrap up.
Nice
Pivot: Who's in the room:
👋
Open & Set the Agenda
Minutes 0:00 — 2:00  ·  Deck on screen
1
The 30-second open
Before you share screen. Camera on. No slides yet.
0:00
"Thanks for making the time — I know 15 minutes is tight so I'll keep it sharp. Quick plan: I'll spend the first half on where we typically fit and why it matters for a company like [Company], then I'll pull up the platform so you can actually see it working. And I want to leave the last few minutes for your questions. Sound good?"
★ Getting a yes here means they've agreed to the structure. You control the time.
2
Validate your prep — one specific thing
Reference what you researched. Shows you did the work.
0:45
"Before I dive in — I had a look at [Company] ahead of this and noticed [specific thing: hiring activity / recent expansion / open roles / funding]. I want to make sure what I show you is actually relevant to where you are right now — is that the right read?"
★ This opens a discovery loop before you even start the deck. Let them correct you — both answers are useful.
Listen for
"Yes, we're expanding into [country]" → note the country, use it in the pitch
"Actually we're more focused on [X]" → pivot the use case selector above
Silence or vague answer → ask "What's the most pressing international hiring challenge for you right now?"
Pivot: Who's in the room:
🔍
Discovery
Minutes 2:00 — 5:00  ·  Deck on screen — slide 2
🟢 Buy signals
Describes a slow or manual process
Mentions contractors overseas
References a compliance scare
"Legal keeps flagging it"
Expanding into a new market
🟡 Probe deeper
"We manage it fine" → ask how long it takes
"We use a provider" → ask about coverage gaps
Vague on countries → ask which markets
🔴 Red flags
Only hiring locally → pivot to future growth
Happy with current setup → challenge gently
Pivot: Who's in the room:
🌟
Positioning
Minutes 5:00 — 7:00  ·  Deck on screen — slide 3-4
Pivot: Who's in the room:
💻
Switch to Platform
Minute 7:00  ·  Stop sharing deck, start sharing platform
💻 Screen share transition — exact sequence
1
Stop sharing the deck. Don't close it — just stop sharing. Say: "Let me pull up the platform so you can actually see this."
2
Share your browser window only — not your entire screen. This prevents them seeing your taskbar, other apps, or notifications.
3
Navigate to the Dashboard. It should already be open and logged in from your prep checklist.
app.nativeteams.com/dashboard
4
Zoom browser to 110%. Ctrl+Plus once. Text and UI elements are easier to read on their screen.
5
Say the transition line before anything else.
T
Transition line
Sets expectations before they see anything
7:00
"What I'm going to show you is the actual platform — not a sandbox, not a mockup. You're going to see how a hire in [their country] actually flows from contract to first payslip. I'll keep it focused on what's relevant to [Company] — stop me if you want to go deeper on anything."
Pivot: Who's in the room:
📺
Platform Walkthrough
Minutes 9:00 — 13:00  ·  Platform on screen
Pivot: Who's in the room:
🎉
Close & Next Step
Minute 13:00 — 15:00  ·  Camera back on, platform closed
1
The recap close
Mirror what they said in discovery
13:00
"So based on what you told me earlier about [their pain point] — what you saw today directly addresses that. We can have [Company]'s first hire live in under two weeks, compliant, on local payroll, without you needing to touch the legal setup. What's your reaction?"
☀ Pause after this. Let them respond. Do not fill the silence.
2
The close — four branches
Pick the branch that matches their response. Never say "I'll follow up."
14:00
🟢 Yes — let's do the proposal ▼
Best outcome. Lock the timeline before they hang up.
"Perfect. I'll have a proposal specific to [Company]'s markets to you by [day]. Before we close — is there anyone else who needs to see this before a decision, or is it just you?"
Micro-commitment: Get a specific review date — "Can you come back to me by [day+5]?"
🔵 Yes — but need to loop in stakeholders ▼
Good signal — they're serious. Get the introduction, not just the promise.
"That makes sense. Who specifically needs to be involved — is it Finance, Legal, or your CEO? Can we get a 20-minute call with that person in the next two weeks? I'll prep a numbers comparison so we're not wasting their time."
Micro-commitment: Name the person and book the date on this call. Don't leave without a calendar slot agreed.
🔷 Interested — want to start with a pilot ▼
Often the fastest path to a signed deal. Remove the risk of commitment.
"Completely understand — a pilot makes sense. We can start with one hire in one country, full platform access, live in 14 days. You see exactly how it works before committing to scale. Do you have a hire in mind that we could use as the pilot?"
Micro-commitment: Get the pilot country and role confirmed on this call. That's the deal opener.
🟠 "Send me something" / need to think ▼
Most common response. Never accept it without a specific next step attached.
"Of course. What specifically do you need to think through — is it cost, coverage, or getting others involved? I want to make sure what I send actually addresses it. And can we put 20 minutes in the diary for [day+7] to pick this back up once you've had a chance to review?"
Micro-commitment: Book the follow-up call before you send anything. The send is the excuse — the call is the close.
✅
Post-Demo Actions
Do these within 10 minutes of the call ending
10:00
10-minute window open.
Send the invite before this runs out — no-show rates drop 60% when sent within 5 minutes.
🎉
Demo complete — now lock the next step
The deal is won or lost in the next 10 minutes. Move fast.
Send calendar invite NOW
If they agreed to a next meeting — send the invite before you close your laptop. No invite = no meeting.
Log in HubSpot immediately
Update deal stage, add notes from this demo, set next activity. Do not rely on memory.
Send the follow-up email
Three lines max: what you covered, what they said their pain was, the specific next step you agreed. CC the rep who booked it.
Send the one-pager if requested
Use case specific — EOR, COR, or Payroll. Addressed to the person who'll forward it internally.
✉
Follow-up email template
Copy, personalise, send within 10 minutes
"Hi [Name], great speaking with you. To recap — we covered how Native Teams can get [Company] compliant and on payroll in [their country] in under two weeks, without a local entity. Based on what you shared about [their pain point], this should remove that friction entirely. Next step: [specific thing agreed]. I'll send the [proposal / invite / one-pager] shortly. Let me know if anything changes."
📝
Demo Notes
Live capture during the call
Their pain — exact words they used
Countries / markets mentioned
Stakeholders mentioned
Next step agreed
Objections raised
Demo debrief — rate yourself
Did I control the time?
★★★★★
Did discovery reveal the real pain?
★★★★★
Did I leave with a committed next step?
★★★★★
Did I pitch only after confirming pain?
★★★★★
📋 Compiled demo summary
Auto-builds from your notes above — copy and paste into HubSpot
⚠ Live Objection Handler
Tap the objection when it comes up
Price
Provider
Stakeholders
Timing
Q&A
Q&A
"This is too expensive" ▼
Reframe from cost to risk. They're not buying software — they're buying compliance certainty.
"Compared to what? Opening a local entity in Singapore runs $15–20K and takes three to four months. We're a monthly per-seat fee — you pay only while you need it. What's it costing you right now to manage this manually?"
Follow: Silence. Let them do the maths.
"Competitors are cheaper" ▼
Don't compete on price. Compete on coverage and certainty.
"Which provider? I ask because coverage varies significantly — especially in Southeast Asia and Eastern Europe. We hold direct entities in markets where others use third-party partners. That difference matters when something goes wrong."
Follow: "What countries are most important to you right now?"
"We can't justify the cost right now" ▼
Budget objection — find the real trigger.
"Understood. Is it a budget timing issue, or is it that the ROI isn't clear yet? Because if it's the latter — one misclassification penalty in Singapore can hit six figures. The question isn't whether you can afford us. It's whether you can afford the alternative."
Follow: "What would need to be true for this to make sense in Q3?"
"We already use Deel / Remote" ▼
Don't attack the competitor. Find the gap in their coverage.
"Good to know — when you chose them, was Southeast Asia or Eastern Europe a priority? We hold direct legal entities in markets where most providers use local partners. That's the difference when a compliance issue surfaces — you want to know who's actually liable."
Follow: "Have you run into any coverage gaps or slow onboarding times with them?"
"We handle it in-house" ▼
Validate first, then expose the scale problem.
"That works well when you're in one or two markets. What happens when you need to hire in a country where you don't have a legal entity yet — what does that process look like, and how long does it take?"
Follow: "Have you ever had a hire delayed because the setup wasn't ready in time?"
"We use a local law firm" ▼
Reframe on speed and ongoing management.
"Law firms are great for one-time setup. But who manages the ongoing payroll runs, the monthly compliance filings, and the termination process if something changes? That's where it gets expensive and slow. We do all of that — one contract, one invoice."
"I need to loop in Finance" ▼
Good sign — they're serious. Get the introduction, not just the promise.
"That makes sense — Finance will want to see the cost model vs. entity setup. Can we get a 20-minute call with your Finance lead in the next two weeks? I'll prep a numbers comparison specific to your markets so we're not wasting their time."
Follow: "Who would be the right person — is that your CFO or a finance manager?"
"I need to get CEO / board sign-off" ▼
Help them sell internally. Give them the ammunition.
"Completely understand. What's the main thing your CEO would want answered — cost certainty, compliance coverage, or speed to hire? I can put together a one-pager that addresses that directly, something you can forward without it needing a lot of context."
Follow: "When's your next leadership meeting — could this be on the agenda?"
"I'm just evaluating options" ▼
Find out who else is in the evaluation and what they're scoring on.
"That's a smart approach. Who else are you looking at, and what are the two or three things that matter most in the evaluation? I want to make sure you're comparing the right things — coverage and liability aren't always on the scorecard but they should be."
"Not the right time" ▼
Diagnose whether timing is real or it's a polite no.
"Is it that the budget isn't there yet, or that the international hiring need isn't urgent enough right now? Either is fine — I just want to understand so I can be useful when the time is right rather than bothering you before it is."
Follow: "When do you expect that to change — is there a hiring plan or expansion you're working toward?"
"We're not expanding internationally yet" ▼
Plant the seed. Don't push. Set the callback.
"Fair enough. The moment you do — and most companies at your stage do within 12 months — the compliance setup is what surprises everyone. It typically takes three to four months. We cut that to two weeks. When that moment comes, that's exactly when to call us."
Follow: "Can I check back in with you in 90 days? I'll send one note, nothing more."
"We need to think about it" ▼
Never accept "think about it" without a specific next step.
"Of course. What specifically do you need to think through — is it the cost, the coverage, or getting others involved? I want to make sure you have what you need to make a good decision, not just a follow-up in your inbox."
Follow: "Can we put 20 minutes in the diary for next week to pick this back up once you've had a chance to think?"
"What countries do you cover?"▼
Platform
Over 85 countries. Direct entities in Singapore, Philippines, Indonesia, Malaysia, Serbia, Bosnia and more. Partner markets carry the same SLA guarantees.
"What's your onboarding SLA?"▼
Platform
14 calendar days from signed contract to first payslip in most markets. Complex markets are flagged upfront — never after signing.
"Can you integrate with our HRIS?"▼
Platform
Native integrations with major HRIS platforms. Open API for custom builds. Ask which system they use and confirm in the follow-up.
"How does termination work?"▼
Process
We manage the full termination under local law — notice, severance, final payslip, statutory filings. Client initiates on the platform, we handle everything after. Local law applies.
"What if there's a dispute?"▼
Process
As legal employer, Native Teams owns the dispute. The client is fully indemnified. We have local legal counsel in every direct market.
"How much does it cost?"▼
Commercial
Monthly per-seat, varies by country. Don't quote a number cold. Say: "I'll build a cost model specific to your markets in the proposal."
"How is this different from a local contractor?"▼
Commercial
Contractor relationships carry misclassification risk. EOR means we are the legal employer — no audit exposure, full local employment benefits, zero classification risk.
"Are you locally compliant?"▼
Process
Yes — direct entities with local registration, local bank accounts, local legal counsel. Compliance updates automatically when laws change. Client never needs to track it.
Amber — move to close. Skip remaining walkthrough steps.
Red — close now. Say the recap line.