Qualification
What are the 5 core features that would qualify a lead as a TQL?
What is employee records, onboarding, PTO, Employee Self-Service and Reporting
What is the difference between log and log & Complete?
What is ..
Log will just log the call and leave it in the step it is in.
Log and complete will log the call and move it to the next step.
What are the three statuses you need to look into on the Matching Leads section that may signify it is a duplicate?
MQL, SQL and TQL
What does EDGE stand for
Engage
Discover
Guide
Execute
What does Closed Lost mean
What Is...
The AE deemed it as a sales accepted opportunity, but was not able to close the deal and is no longer going to work the opp.
What is the range of employees we assign TQL like normal?
What is 1-1,000
What do we do if we make contact with the lead, and disqualify them?
What is..
Send to nurture - timing/budget/fit
What does it mean when there is an opportunity showing as a closed won opp?
What is..
That company is or was a current customer with BambooHR. I would fill out the current customer tab.
What are the four parts of discover that will help guide the conversation?
What is..
Bandwagon statement
Understand current state
Challenge with Current State
Understand desired state
Bandwagon to EE records, onboarding.. etc.
-Typically when people are looking for ATS, they are also looking for X
-ATS can mean different things for different people.. tell me more about what you are looking for in an ATS
-Yes we can definitely help with that. Help me understand, how are you tracking X?
What are the two pieces of information must we receive before confirming that payroll is an option for a prospect?
Do you they have under 500 employees?
Are all employees based in the US?
What do we do with a lead if we make contact, and schedule a call for the following day?
what is..
1. Move the lead to your working cadence
2. Change the due date to tomorrow
3. Add a task
4. Send calendar event
What do I do if my lead is the same contact, email and phone number as another lead that is already being worked?
Mark it as a duplicate and send it to nurture - timing/budget/fit
Without looking at your script, you have future set an appointment for 3pm this afternoon. Advise the prospect of what will happen next..
"Perfect, I am going to send you a calendar invite for DATE AND TIME with AE NAME. I will also send you an introductory email with AE NAME copied in. If you have any questions, feel free to reach out to AE as they will be your main point of contact moving forward. We look forward to working with you!"
What should you always do after a call with a high funnel lead, regardless of the outcome?
Send a final email.
What is the range of employees that we would support set?
What is 1,001 - 2,500
What are the 5 lead statuses you will work as SDRs? High funnel included
Aware, Engage, Prioritized Demand, Marketing Qualified, Sales Qualified
What are the steps I will take if I have a duplicate of another lead that is a different contact, same company?
What is..
Put the lead in the SDRs name that is working it, and send them a slack and let them know.
Provide three different questions you can ask to challenge one's current state.
What is..
What sort of challenges are you facing..
What is the biggest time restraint you've had
Have you put anything on the backburner..
ETC..
When do you turn off your leads?
Anytime you leave your desk for more than 10-15 minutes.
Any team meetings/syncs that don't involve the entire department
1. Chat your manager or team lead
2. Chat the sales manager you were given
3. Chat the AE that you were given
4. Write down/share notes and emails for AE
5. Put the lead in the AEs name
6. Ask your manager to mark the lead for you.
(Screenshare) Show us the steps you take to find leads in your Day 2 Step 3 of your high funnel leads cadence through salesforce
Steps: Rocketship > Team Cadences > High Funnel > People > Day 2 Step 3
If two leads come in around the same time, how do we identify which rep will work the lead?
We go off of the MQL set date and time.
Let's pretend I push off a call with the AE and request an email.. what do you say
-add value in speaking with the specialist
-Take control and push for a call.
What does it mean when you see a lead turn into a contact?
It means that lead has been converted, and the system broke the lead down into a contact, account and opportunity