Call Flow: 2023 v1

1. Name and org confirmation

a. Authority & context for the call (are you still hiring?)
2. Objective for the call
3. Pitch
a. Align to new company narrative
b. Talent Pool
c. Time
d. Cost
e. Name drop
4. Objection handling
5. Next steps
6. Closure
a. Confirmed email
b. When can I follow up with you
c. Good day!
7. Call notes in CRM
a. In first person
8. Post call activity, if any
a. CRM info, SMS, email, LI, Tasks

SDR: Hi, is that John, with Amazon?

Prospect: Yes. Who is this? Who are you? What do you want?

SDR: Hi John, I am Arun with Turing (Teu-Ring). How are you today OR How are you this
morning/ afternoon?

Prospect: Good/ What do you want? Where are you calling from? What’s that?

SDR: I see that you are the (title).

Are you still hiring (Open Job name?, {{if not, SE or Tech talent in your team or company?

Prospect: Yes!
Good
SDR: Brilliant! I would love to share why I called. Do you have a minute?

Prospect: Yes!

SDR: To choose based on Clients Tone/ or First Reaction:

5 seconds Elevator Pitch (Not, now, into a meeting, not me, not interested)
●Turing provides the world’s most deeply vetted developers and teams, matched by AI.

30 seconds Elevator Pitch (Named opening, responded to greet well, RPC, Positive)
● Turing is a tech unicorn based in Palo Alto, California and, our Talent Cloud enables you to
hire world’s most deeply vetted developers and teams matched by AI.
● Would you believe if we showcase how, with a push of a button you can hire high quality tech
talent across 100+ skills in mere 4 days.
● You can save 50+ hours of engg time for each hire and cut your budgets by half.
● It's a free-to-use AI self-serve platform trusted by 400+ companies like Pepsi, Dell, J&J,
Reddit, Volvo, Disney Hotstar.

Prospect: Ohk!

SDR: Can we set up time to talk more about it?

Prospect: I don't see a point! Our company only hires full times
Turing Value Propositions
Accessibility
Easily access and browse our global talent pool for free

Find Talent Fast

Get matched with and engage remote talent in 4 days or less

No-Cost Trial
Enjoy a 2-week trial to ensure our engineering talent is right for you.

Full-Time Commitment
Turing developers work full time for you at a 3-month minimum

Intelligent Matching
Our AI-powered platform creates deep developer profiles to find the best fit

Optimized Interviews
Reduce average candidate interview times from 6 hours to 30 minutes

Global Talent Pool

Access high-quality, pre-vetted talent from a global pool of 50k

Streamlined Administration
Built-in payment controls and more through our platform

Deeply Vetted Developers

Our developers are vetted over 5+ hours of tests and interviews

Flexible Onboarding
Staggered onboarding for strategic resource and capacity planning

Cost Efficiency
Dedicated, quality talent fast means less cost-per-developer
Objections/ Responses: 2023 v1

What is Turing’s (The Pitch)?

5 seconds Elevator Pitch
●Turing provides the world’s most deeply vetted developers and teams, matched by AI.

30 seconds Elevator Pitch

● Turing is a tech unicorn based in Palo Alto, California and we provide the world’s most deeply
vetted developers and teams, matched by AI.
● Our platform allows you or your team to hire top tech talent across 100+ skills in less than 4
days at half the salary for local talent. Our Talent Cloud is a free-to-use self-serve AI platform
that is trusted by 400+ companies like PepsiCo, IBM, Dell, J&J to name a few.

What is your (The Vetting Process)?

Turing tests developers based on their actual skills vs. self-reported experience from traditional
resumes or job interviews. This rigorous vetting process is designed to select the top 1% of
remote developers. Our screening process is rigorous. In fact, many clients skip interviewing
altogether and go straight to onboarding and building with their chosen developers. We test for
Programming Skills, Data Structures, Algorithms, Systems Design, Full Stack, Data, ML and
DevOps, Software Specializations & Frameworks. We also perform seniority tests to assess
communication skills and project ownership capability.

What is (Turing Team’s)?

Teams Elevator Pitches

5 seconds
● Turing Teams is a complete dedicated development team solution for your complex
engineering problems.

30 seconds
● Turing Teams is a complete, dedicated development team solution for your complex
engineering problems.
● Our domain expertise and AI-powered deep vetting bring together the best delivery and
program managers, tech leads, and developers across 100+ skills to solve your
problems and deliver success on your most complex projects.

60 seconds
 ● Turing Teams is a dedicated software development team for your engineering project
problems.
● Our domain expertise and AI-powered deep vetting bring together the best delivery and
program managers, tech leads, and developers across 100+ skills to build and deliver
your most complex projects.
● While the team is engaged on your project, the Turing platform can handle global
payments, productivity monitoring, secure development environments, engagement
retention, and developer support.
● A complete hands-off solution to complex hands-on problems.

Teams Clients
Pepsi Pepsi is a food and beverage company making enjoyable foods and
beverages loved throughout the world.

Volvo Volvo specializes in the fields of automotive manufacturing and sales.

Zuellig Pharma Zuellig Pharma is a healthcare distribution business in China.

How does that work? (Turing Teams)

I would love to arrange a call with our AE to understand your requirements and desired
outcomes, and offer a clear path to a solution. Then, we’ll shape your dedicated team around
that path.
● Your dedicated team starts with a Delivery Manager and Program Manager, who provide
industry expertise.
● They will use our Talent Cloud to engage the tech leads, developers, and other talent
needed for your success.
● Then, you can enjoy speed and transparency—with comprehensive governance and
controls—courtesy of the world’s best on-demand engineering team for your project,
vetted by AI and handled by your team.
● It’s a complete hands-off solution to complex hands-on problems.

Qualification questions:
1. Must to ask
a. Project duration?
b. Remote team?

2. Good to ask
a. Are you hiring more than 5 developers?
b. Do you have a timeframe on when you want to get this accomplished?
c. What is the goal or the overall objective you want to achieve?
What is the reason for your call?
The reason for my call is to schedule an appointment with you - _Why?

As you are the eng/ rec leader, we wanted to showcase how engineering and recruitment
leaders across 400+ companies hire top tech talent through our free-to-use, self-serve AI
platform in under 4-days at half the salary from 150 countries

My question is, can you spare 15-20 minutes next week to explore tech hiring possibilities for
your current or future needs?

I’m not responsible for hiring or decision making?

1. Thanks for letting me know, {contact_name};
Are you not on the interview panel for hiring tech roles?
Or
Are you not the hiring manager?
Or
Does that mean you are not responsible for conducting technical interviews?

If no_
Alright! I understand, could you refer me to someone you know?
I’m also trying my luck to connect with * *

If Yes_
Persona + 30 sec Pitch

I am not responsible for choosing new vendors

How does it work? Or What is the process to hire a developer through Turing?
Companies can hire developers in just 4 simple steps:

1. Share the skills you need. I will schedule a call with a Turing expert to understand your
project requirements.
2. Our AI powered Talent Cloud finds the best match for your needs. Get a list of pre-vetted
candidates within 1-2 days.
3. Schedule interviews as per your convenience. Select and meet the developers you
would like to interview.
4. Begin your trial within days of your interview. Start building in under a week with a
no-risk, 2 week trial period.
How long does it take to hire a Turing developer?
Turing's Intelligent Talent Cloud typically matches most companies with the right developer for
the job within 3 to 5 three-five business days, and sometimes within the same day as well. Our
automated work experience survey, algorithm coding tests and interviews, as well as
AI-powered vetting and matching flow helps companies find the best remote engineers in the
shortest possible time-span.

How much do you charge? OR How does your pricing work?

You will only be paying the developer salaries and there is no other charge.
(If needed to specify how we make money) - There is a small mark-up for our services included
in the developer salaries and it varies based on the number of resources you choose to hire. I
do not have information on just how much the mark up usually is. The expert you talk to next
may be able to shed more light on this.

Where are your candidates based out of?

The candidates are outside the US, across 150+ countries, but if we were to club countries into
regions we have 4 major supply hubs at this time - Eastern Europe, Africa, Latin America and
ASEAN countries and the Indian subcontinent. If you have country/time zone/language based
preferences we can take that into account and suggest developers from those regions only. Is
there any location you are interested in hiring from?

Not interested, before and after the pitch A & B?

Not Interested Before A –
I see. No problem, Prospect Name. I do thank you for your time today. Just curious though, what
would be the reason behind your disinterest mainly. Is it because.....(give possible reasons you
have comebacks for)
Not Interested After B -
I see. No problem, Prospect Name. I do thank you for your time today. Just curious though, what
would be the reason behind your disinterest mainly. (Probe on reason, give comebacks)
OR
I see. Is it fair to assume that you are not involved in any hiring decisions or even interviewing
these tech resources at the base level?
(No). – I see. In that case, is it possible that you may be able to recommend us to someone at
your company who is responsible for such decisions? OR
Who would be the best person to reach out to, to talk about this?
Position was filled internally?
Ah, I see. Great to know that. So, we’re not looking to immediately fill positions. We just wanted
to start a dialogue to show what we have on offer since you are important to us and being able
to work together in the future is something we are aiming to do here.
OR
I see. Would it make sense if I reached out in a couple of months time, just to check in to see if
you have any active requirements that our deeply vetted offshore devs could fulfill?

We don't work with vendors *

Is there a specific reason why? (wait for the response) - Depending on the response

A. We have an internal team

B. We don’t need vendor
C. We have a few vendor already
D. Not looking for any new vendors

A - Great! We are not here to replace your existing team or process. In fact, recruitment teams
across 400+ companies choose Turing’s free to use AI powered platform to hire deeply vetted
engineers and team across 100+ skills in less than 4 days and at half the cost at a push of a
button.

B - Does that mean you have an internal team which takes care of hiring?

We are not here to replace your existing team or process. In fact, recruitment teams across
400+ companies choose Turing’s free to use AI powered platform to hire deeply vetted
engineers and team across 100+ skills in less than 4 days and at half the cost at a push of a
button.

C - Well that's great to know. My objective of the call was to schedule an appointment to
showcase how - 30 Pitch. Self serve-Talent Pool-Time-Cost, Deep vetting process, 50K
pre-vetted ready to join engineers.

Since you told me that you work with vendors already. This call would help you with insight to
keep your existing vendors loyal.

Ah! I thought your company would be open to this since xyz (competitors/same or similar
industry same size companies) have already availed our services or are in talks with us for
supplementing their teams with more vetted talent. Are you sure this is something we can’t do?
OR
I see. Forgive my persistence but, I was just curious to know.. do you have internal teams
looking after this need? / Is it like a company policy? Or has it been a bad previous experience
that makes you say that?
(give relevant comebacks) –
That’s great. This tool is not an alternative to your teams. It is basically built for your internal
recruitment teams to speed up your hiring and bring about extreme overall efficiency. Since we
have pre-sourced and pre-vetted talent, all your teams have to do is feed in requisites for the
position and voila! You have resources ready to onboard just like that. /
I see. If you’re just a little bit flexible on policy, I’d like to bring to your notice that you only need
to stay on Turing’s vendor model for 3 months and then Turing can go out of the picture, and
you get to take home your favorite developer with a direct contract/full time employment. /
I see. Here’s what we can do to promise you will not have a bad experience this time. – We offer
a FREE two-week trial. After you hire them, it acts like a working interview. Within the trial if you
decide that this resource is not working out or for some reason you do not like Turing’s services,
you can drop us without paying anything. No questions asked.

I don’t appreciate cold calls, why don't you send me an email? *

My apologies! I was just curious to learn about your interest here and see if its relevant to you.
Is your
email abc@[Link]?

Where did you get my number from? *

Well, Prospect Name. I got this number from my Founder’s office. Your company has been
identified as a strategic client and reaching out to potential decision makers was a planned effort
by our business team. Would you just bear with me for 30-sec and I will tell you the reason for
my call?

We are not hiring? Or Hiring is frozen/or on hold? *

Is there a specific reason why the hiring is frozen?

Prospect Name, sorry to not have been 100% clear from the start. So, we’re not asking you to
start hiring with us right [Link] fact most of the engineering leaders at top companies are
utilizing this time to look at options that can help them with quality talent along with time and
cost optimization. I just wanted to know if you are open to a 15-minute chat with us so we can
show you what we have on offer. I only say this because we just want to start a dialogue with
your company, you are an important account for us and an immediate requirement from you is
definitely not on our mind. We just want to talk. What do you say? Does Friday next week sound
good? I promise to keep it brief.

We don't work with contractors, we need full time employees.

Ask them the reason why? Wait for the response. Then say_

You can choose to hire a developer for a minimum contract term of three months and post that
you can hire the developer on your payroll by paying a one-time nominal fee.

Our developers do not work on shared projects, we take care of administrative tasks, payroll,
worker authorization, global compliance and security.

Can you share your developer rate card?

I am happy to share the information. Could you please clarify how many developers you are
hiring? Could you also tell me more about the candidate(s) region, experience and skill. How
soon are you planning to bring them onboard? Let's ask if I send over the information to you by
tomorrow, when can we then schedule the introductory? Plus: Qualification - (do you have a
specific region in mind)?
Decision Tree:

Call Flow: 2022 v1

Opening:
Hi, is that (prospect name)? Or Hi, I’m (your name) with Turing, am I speaking with (prospect
name)?

How are you?

Or

Hi, is that (prospect name)? Great, I am calling from Turing and wanted to talk about how we
can help you scale your engineering team. Would this be a good time to talk about it?

What is Turing? Where are you calling from? Who are you with?
- Turing is a self-serve AI platform that helps you hire remote software engineers across
100+ skills in less than 4 days and at half the cost. (We are trusted by more than 300
companies to address their challenges around hiring software developers/ engineers).

- Turing is an AI platform trusted by more than 400 companies to hire pre-vetted remote
software developers at half the cost within a week.

- Hi I am Deepak calling from Turing, in case you are wondering what Turing is, we are an
AI platform and we help you hire remote software developers. <First Name>, the reason
for my call today is I see multiple open positions for SWD on your business
website/LinkedIn and I was wondering if you are the right person to talk about how our
AI platform can fill up these positions in less than 4 days.
- Arun’s pitch -

Probing (seeking permission to speak):

- Do you have a minute?
- May I speak with you for a minute about helping with hiring remote software engineers/
developers for your company?
- Is this a good time to talk to you for a minute?
- Can you spare a minute?
- Can we have a conversation regarding this?

Authority:
- I visited your LinkedIn profile, do you make decisions around hiring software developers?
- Do you make decisions around technical roles hiring?

Research:
- Careers Page
- LinkedIn Profile - Current Activity, Past company, Common Connection
- Open position
- I see that your company is hiring *role, are open to hire someone 100% remote
and outside US
 - Annual Report -Digital Transformation, Information Technology, Website, Hiring,
Technology Investment, Cloud Migration, Cloud, AI,

Pitch:
- Turing helps with hiring remote software engineers on-demand.
- More than 400 companies trust Turing with hiring remote software engineers. You can
save 50+ hours of engineering and hiring time simply by choosing from our talent pool of
over 2 million developers across 100+ skills in less than 5 days and at half the cost.
- Does this sound interesting to you?
- Would this benefit your company?

Qualification questions:
- Are you open to hiring fully remote and outside US?
- Is your project duration 3-months or higher?/ What is the project duration?
- Are you comfortable with a salary range between 5-11K USD
- Can you confirm your project is led by a tech lead who will act as Turing’s engineers
mentor?
- Qualifier for Product + Services portfolio companies:
- Are you currently hiring for your internal project or product development or would
this be for your client project?

Close: I’d love to set up a call with one of AE’s to showcase the tool in action and the
candidates. What time this week or next works best for you?
Objections/ Responses: 2022 v1
- What is your HR Compliance or how is my data/code secured?
- We manage the hassle of overseas payment to the developer, worker
authorization
- For security and visibility - Turing’s Workspace software ensures automatic time
tracking and virtual daily stand-ups. It gives you more visibility into your remote
engineer’s work than even your local engineers. High visibility makes Turing
engineers easy to manage and ensures that they are always working on what’s
most valuable to you.

- Any technical question

- Do you have a project manager or a tech lead for this project?
- Would they be mentors for Turing's developers as well?

- Is the candidate supposed to be working for a number of hours to justify the

salary?
- A minimum of 3 contracts with zero-risk 2-week free trial and you can request a
change of candidate at any time during the trial, without any charges.

- Don’t need C2C? Corp to Corp?/ Don’t work with third-party agencies?
- Is there a specific reason why?
- How big is your rec team?
- What are your current hiring challenges?
- How much time does it take for your team to fill these positions?
- What does your candidate pool look like?

- I’m not responsible for hiring or decision making?

- Thank you for letting me know. I am also trying to connect with (2 names). Would
you suggest I should reach out to someone else. Could you kindly help me with
their details.

- Not interested, else I would have responded to your email?

- Oh! Thank you for letting me know (prospect’s name). I believe you might be
receiving many emails and I assumed you would have missed mine. Would you
be not responsible for hiring decisions?
- I’d be grateful if you could please refer me to the responsible person in that
case?

- Budget constraint?
- Thanks for letting me know. Our developers usually come at half the cost. Our
vetting process ensures they are Silicon-Valley caliber/ standards.
 - Over 300 U.S. companies including Fortune 500 companies, tech unicorns, and
fast-scaling start-ups have successfully hired talented remote developers
through.
- We don’t charge for our service, our engagement model offers

- Filled the position internally?

- Oh great! Do you also work with partners to fulfill your hiring requirements?
- If yes - would you like to consider Turing as another option for your future needs.
I’d love to arrange a 20 minute call with our AE without any commitments? You
can get access to our self serving platform free for lifetime. When the need
arises, you can shortlist candidate profiles and schedule interviews as per your
convenience.

- Next quarter?
- That's great. How many developers and what skill would that be? - Not sure/
Points
- I understand however let me assure you that it won't be a sales call. We’d love to
show you the platform in action and showcase candidate profiles based on your
current and future needs. The best part is you can gain access to our lifetime free
self serving platform. You can shortlist candidate profiles and schedule interviews
as per your convenience.

- Don’t want to get on a call with your AE?

- I understand however let me assure you that it won't be a sales call. We’d love to
show you the platform in action and showcase candidate profiles based on your
current and future needs. The best part is you can gain access to our lifetime free
self serving platform. You can shortlist candidate profiles and schedule interviews
as per your convenience.

- I don’t appreciate cold calls, why don't you send me an email?

- My apologies if I caught you off guard. (Company Name) is one of our strategic
accounts and I see your team is hiring (open positions). As I came across your
LinkedIn profile I was intrigued to learn more about how do you plan to fill up
these positions?
- Sales pitch - Value proposition

- You are calling my cell phone?

- (Company Name) happens to be one of our strategic accounts. I see that you
(title) and I believe you are make decision around hiring software developers
hence I got your number from our founders office to give you an overview about
how Turing can help

- Pretending to be someone else?

 - Confirm authority - I recently viewed your profile on LI profile and learnt that you
(title), do you by any chance make decisions around tech hiring?

- We are not hiring? Or Hiring is frozen/ or on hold?

- Oh! Thank you for letting me know. When do you plan to re-hire? - Wait for the
answer.
- In case if there is any change in your plans and want to hire someone on short
timelines then I suggest you should get a lifetime free access to our Talent Cloud
platform.

- We don’t hire from 3rd party

- Our customers initially told us the same things however after seeing our platform
with over 2 mil profile across 100+ skills and the ease of hiring candidates in less
than 5 days and at half the cost changed their mind. We now source 100 of
candidate for companies like Open AI, Pepsi, J&J, Rivian etc

- How did you get my number?

- (Company Name) happens to be one of our strategic accounts and I got your
number from our founders office

- Where did you find my job posting?

- I saw the job posting on LinkedIn or (other sites). I see that you are the hiring
manager hence I was intrigued to share Turing’s value proposition to simplify
your hiring needs.

- For which all skills can I hire remote developers from Turing?
- Turing developers have expertise in the latest technologies to effectively scale
your business and build new products faster than ever. With Turing, companies
hire remote software developers pre-vetted for 100+ skills, top tech stacks, and
seniority roles.