OPENING AN OPP
How long should you wait to fill out your qual notes?
ASAP no rocky
What are the steps to downloading a treasure map in Tableau?
Tableau > Territory Prospecting > Renewal Treasure Map > Select AE Name > Show accounts > CrossTab > Treasure Map > Excel
Congrats, you have an AE that is new to Box! What is an easy first play you can run for them?
Intro to AE
What kind of personas do you want to pull?
How many prospects should you be sequencing a week? & How many dials should you be making a day to hit your weekly goal?
175 & 20
TRUE OR FALSE: When adding a hashtag to the opportunity you can create whatever hashtag you want.
False
What two places can you pull lists?
Tableau & SFDC
Beginning of the quarter and you need to run some plays! What are one’s you can run that’ll be an easy win?
Renewals and/or QBRs
Your AE want’s to target NN Accounts, but you have to pull contacts for the accounts! Where can you pull contacts from?
LinkedIn & Zoominfo
How often should you be meeting with your AE’s?
Once a week for 15 minutes
OR
30 minutes every two weeks
How do you title an opportunity? And what do you set the close date to be?
Account Name - # of licenses - Plan
end of quarter OR 2 months out
Which lists do you pull from SFDC vs. Tableau?
SFDC: Closed Lost, NN, Power Users, & Eadv Prospensity Score
Tableau: Everything else
True or False: Kat & Isabelle run plays on our behalf throughout the month
True
Your AE REALLY wants you to get in contact with this one account. You’ve sent multiple emails and have even called a couple times! What’s another route you can take?
Linkedin Message, finding new contacts
What are a few ways you can ensure good collaboration with your AE?
Slack, AE folder, AE 1:1 docs, AE bookmark
You’re on the call with a customer and have an amazing discovery call. What are one of the main pieces of information you need to know before you hopper it to an AE?
billing address & user count
After uploading a list into outreach, before you sequence your prospects what two things should you do/check?
1. Check last contacted dates
2. Mark as finished
You’re a little lost on what plays to run with your AE and want some fresh ideas, where are 3 places you can go for an idea?
Stalk the Dash!!, #playground in slack, ask around to your teammates
What tool can you refer to, to help with user gem & NN personalization?
chat gpt
What is the hopper?
Where AE's receive NN opportunities from the SDR's based off territory and the round-robin
You just opened an opportunity! (YAY) What else do you need to do to ensure the opportunity is ready on your end?
Add qual notes!!!!
What's an easy way to split admins first & last name?
type the first and last name of one in separate columns and hit ctrl e
OR
separate columns with text to columns
What are examples of strategic plays?
Closed Lost, Industry NN specific, freemium
What is a Kensei?
A personalized way to reach out to prospects by using specific, relevant details about them — like recent news, job changes, or shared interests — to grab their attention and start a conversation.
How many SDR's would it take to take down 1 Gorilla?
99