Competition
It is a part of the Microsoft Office Suite and is widely used for data analysis, financial modeling, and business reporting.
What is Excel
This prominent internet retailer is using Quickbase for facilities management and construction, specifically to track and report on the work involved in opening new distribution centers.
What is Amazon?
This feature in Salesforce allows users to see data and metrics visually and in real time.
What are Dashboards?
This company showed us a time-lapse video of what it takes to build an airplane
What is the Boeing video?
This tool helps us review our calls, see analytics, give feedback, and get pointers to improve every day
What is Gong?
This verbal train has 6 points SDRs should use and hit on to guide their conversation with prospects to try and generate interest and properly qualify a lead to book a meeting. It includes key messages, great open questions, and responses to objections.
What are Talk Tracks?
This is the sequence I use to write/send my summary email for my prospect after I book a meeting for my AE and then is used to hold prospects accountable for showing up to the Handoff
What is the Ghostbusters sequence?
This point is given to any SAL or SQO you land in certain key accounts.
What is the Account Mapping Point?
Software tools that allow users to create, design, and customize various types of projects without the need for extensive technical knowledge or programming skills. These tools are often used by small businesses, entrepreneurs, and individuals who want to create and manage their own projects but don't have the resources or expertise to hire a professional developer.
What are DIY Tools?
This healthcare company has been using Quickbase since 2011 to manage corporate real estate projects with more than 2,700 of their medical facilities.
Who is Fresenius?
When you've super qualified a prospect and you want it to be considered a real Discovery Scheduled - this is a place where you document:
- Pain/Negative Consequences
- Current Workflow/Before Scenario
- Role + Responsibilities
- Positive Business Outcomes
What are Qualification Notes?
In this video, a high school student fails to grasp the concept of their father's job at the manufacturing plant.
What is the Kelso or "That 70's Show" video?
These two tools are used in tandem during prospecting. One is more accurate for determining where a prospect currently works and what their responsibilities are. The other is used for gathering company insights and prospect contact information.
What are Zoominfo and LinkedIn Sales Navigator?
This is part of the talk track where you offer up a suggestion.
What is the Close or Point 6 of the Talk Tracks?
The prospecting strategy used for using a single Account Story to help prospect further within that Account or a Similar type of Account
What is 1-to-1?
This point is given to a Commercial SDR for targeting a company of a certain employee size.
What is the 250+ Point?
A software application or system that is designed to address a specific, narrow problem or need within a business. They are also called as Niche ______ as they are only targeted to solve a specific problem.
What is a Point Solution?
What company that provides facilities management service, faced challenges with growing facilities demands and lack of visibility, but addressed this by implementing Quickbase, a software solution that automated and standardized facilities management processes across all 200 locations?
Who is Sodexo?
What is the SDR Owner field?
In this video, two women were comically failing to wrap chocolate at the pace of the assembly line conveyor belt.
What is the "I Love Lucy" video?
This section on a prospect's profile can give us key insights into what they are responsible for, what they might care most about, and any personal tidbits to help us know them better or engage in a conversation.
What is the LinkedIn profile "About" section?
The four objection-handling approaches of speaking to it, moving around it, falling on the sword, or changing the subject.
What are Deflect, Pivot, Direct, and Humble?
The prospecting strategy we use to cast a large net across Multiple Accounts across specific Buying Groups.
What is 1-to-Many?
This point is given to you if you use a certain super-targeted sequence in your outreach.
What is the 1:1 Play Point?
A software system that provides a single, integrated view of a company's processes and data to help manage and automate many of the important functions involved in running a business.
What is an ERP?
What government entity's IT team saved an estimated $7.51 Million in Costs by building a cost-effective, customizable database that eliminated IT Backlog and enabled them to deploy over 155 custom quick base powered solutions for 11 agencies in just 10 months?
What is the District of Columbia?
When you're Sales Accepted _____ becomes something we can consider pipeline, your AE converts it to become its own _______ + ________
What are Leads, Contacts, and Opportunities?
This is a set of management practices to improve efficiency and effectiveness by eliminating waste.
What is Lean?
With this method of prospecting, you build upon a good conversation by targeting other key individuals at the company within and around the prospect you have a good conversation with.
What is 5 x 5?
This is the portion of the conversation where you ask open-ended questions to learn more about the prospect, try to uncover pain, and learn more about business outcomes/goals. (Not just asking about their Role + Responsibilities)
What is Discovery? OR What is Points 3 + 4 in the Talk Track?
This template helps you fill in Account specific information you need to fill in the blanks when you use this specific high-intent play.
What are 1:1 Starter Kits?
This point is given if you're not a Commercial SDR and you target a persona with a certain level of seniority.
What is the Director+ Point?
Located in Walldorf, Baden-Württemberg, this company is the world's leading enterprise resource planning software vendor.
What is SAP?
What company developed an entire system for their tool rental process that automates their ordering and tracking, all while connected with their ERP, allowing them to save countless hours checking on equipment status and giving the team the visibility they need with self-serve customer reports?
Who is Lighthouse Electric?
What is a Handoff Task?
This is the complimentary framework to help enable _____ : Sort, Set, Shine, Standardize, Sustain, Safety.
What is Six Sigma and/or the Six S's?
Once you find a prospect in SalesNav, you use _____ to find/import their contact information into ______. You then import them to _______ before adding them to a sequence.
What are Zoominfo, Salesforce, and Outreach?
This is an example of a _____ Objection Handle:
"Oh, glad to hear you’ve got some tools that are working for you guys. I might have not explained it very well, we actually work with those systems that you’ve got, we don’t try to replace them. Can I ask, what are you using those tools for today?
What is a Humble Objection Handle?
The practice of ending a personal relationship with someone by suddenly and without explanation withdrawing from all communication.
What is Ghosting?
These two points are given when the lead source is Prospecting, Zoominfo, Lusha, or ABX.