Tonality and Me
the way we build rapport at the front of our call with a prospect
commercial insight
what are you working on right now? that way I can add something more relevant.
What RRR stands for
Relevance (Research on them), Reward (actionable information), Request (CTA)
our name before Evotix
SHE Software
the longest we should wait to reach back out to someone who was interested
2 months - adding value at our next interaction
I don't have time right now, call me back later
when i call back it will be about ehs software, should we have that call or skip it? go down whatever route they choose.
The more of this in the email, the higher chance it is responded to.
Personalization
we went here for lunch today
Cibo
i say this in response to a question about what we might provide. ex. do you handle incident managment?
what makes that top of mind?
We don't have budget right now
What happens if nothing changes?
A good bank of these helps to speed up the email process
Templates
Most BDRs ever on the EMEA team at one time
13
I'm not the right person (DOUBLE)
Begin to ask how things are going currently/what they're working on/get a referral
OR
BS test on if they are the person
We are using a competitor (DOUBLE)
That's awesome! I hear great things. What are you liking about them? *Storytelling*
You do this after you get an email back from a prospect, good or bad.
Call them!
the amount of people still working in the business (EMEA side only) that used to be BDRs
bonus points if you can name them (20 points for each)
9
Kaylee, Alex, Will Wo, Will We, Alistair, Tara, Zach, Ollie, Katie
a prospect has told me they are completely good on training management, so I say this
Typically when we hear companies have mastered training, they look to how they can improve their incident management, what are you doing to manage that right now?
I am NOT interested (DOUBLE)
I figured you would say that, (modified commercial insight), what things would you want to see if you were to change systems?
Less than this number of characters makes for a good email.
500
total amount of desks in the office
27