APAC Targeting
Which region should APAC SDRs focus on?
APAC region
What is the primary goal of a cold call?
Book a meeting
Name 1 of the top 3 qualification items
Pain / Champion / Decision Criteria
What does “M” stand for?
Metrics
You find no pain → next step?
Disqualify
Ideal company size for outbound?
1,000–10,000+ employees
Are you pitching or testing relevance?
Testing relevance
What is the most important thing to uncover first?
Pain / Pain implication
Who is the Economic Buyer?
Final decision-maker with budget
Prospect has interest but no authority → what do you do?
Find Economic Buyer
What must be checked before working large (10K+) accounts?
Salesforce for duplicates
Name one key mindset during calls
Create interest / Stay relevant
Why identify a Champion?
Internal advocate
What is the Decision Process?
Steps to approve purchase
Multiple vendors involved → what MEDDPICC element?
Competition
Why is regional authority important?
Ensures buying power & relevance
What should you do if there is no relevance?
Disqualify fast
What does Decision Criteria mean?
How they evaluate solutions
What is Paper Process?
Legal/procurement steps
The prospect asks “Why does this matter?” → what do you highlight?
Metrics / Value
Can APAC SDRs target non-APAC HQ companies?
No
What should your opening be like?
Tight & value-driven
What happens if qualification is weak?
Low conversion rate
What is a Champion?
Internal advocate pushing deal
No clarity on decision process → risk?
Deal delay/loss