Meeting Attainment
This meeting-setting tactic involves having your account exec meet prospects at their "home base"
Onsites
Which is more effective: "Are you free Friday? if not, which day(s) work best for your calendar sir/maam?" or "Let's go ahead and book some time Friday."
the second one
Name a strength and weakness of Hubspot (in terms of marketing)
Simplicity: Marketers tend to love, affordable for less robust marketing (think Construction if they have marketing)
Pain: scale for growth, limited
When the customer is trying to simply brush you off and get off the call.
Dismissive
This type of AI makes predictions based on patterns found in existing data.
Predictive AI
This meeting-setting tactic involves getting input from an array of roles/levels of leadership
Multithreading
This tendency can can comeback to hurt you if you overdo it
Professionalism
1. For less sophisticated marketers, this Salesforce product provides basic email marketing, integrates with Sales/Service Cloud, and competes with MailChimp and HubSpot. =
2. This Salesforce solution is ideal for larger, sophisticated marketers needing a true multichannel marketing platform with native email, text, social, and web capabilities.=
Account Engagement (formerly Pardot) (MCAE)
Marketing Cloud Engagement (MCE)
When the customer speaks to a situation they’re in that makes it appear that there’s not alignment between what we’re selling and where they’re at.
Situational
Einstein GPT is an example of this type of AI, known for creating new content based on what it has learned.
Generative AI
This meeting-setting tactic involves digging through self-service and webstore opptys
Creating your own leads
This detached selling mindset raises your status by creating the illusion you are in-demand
Act Busy until you are busy
Name 3 Marketing solutions that are CRM agnostic
Engagement
MCI
Personalization
When the customer speaks to what their currently using to try and demonstrate that there’s no need for your service.
Competitor
Need help crafting the perfect POV? What SF AI solution can you use?
AgentForce Coach
This is the MINIMUM number of days onsites should be booked in advance
3-4 days
This detached selling mindset involves using phrases like "We may not even be a fit for you...
Push Away Language
Name two industries where CBS achieves success in selling marketing solutions.
Real Estate
Professional Services
Home Services
Staffing and Recruiting
In objection handling, this step focuses on identifying pain points by asking questions about the prospect’s current systems and challenges.
Hunt the Problem
This is the key difference between Einstein and Einstein GPT in Salesforce's AI ecosystem
Predictive AI informs decisions, while Generative AI creates new outputs
This is the average number of decision-makers needed to properly multi-thread a deal
5
This Salesforce leader coined the phrase "we don't chase, we attract."
Sandy Shrier
Marketers in this CRM-agnostic tool often need assistance tying reporting to business goals.
Marketing Cloud Intelligence (MCI)
This is the primary goal when facing objections during cold calls, rather than solely focusing on overcoming the objection
finding a pain point to drive to a meeting
This virtual assistant in Agentforce automates client interactions, providing real-time updates and managing appointment scheduling, freeing agents to focus on relationship-building.
Agentforce SDR