AE Relationships
This is the primary goal when working with your AE
- Qualifying leads
- Generating pipeline
- Booking intro & demo calls
This Persona is responsible for managing risk and strategy across the org
CFO
This level of the pain funnel is more focused on symptoms than actual problems
Surface Level Pain
What is the three step technique we use for handling objections?
Acknowledge, Respond, Reverse
What is Leke's worst (best?) first date story?
His date brought her little brother, & Leke ended up liking him better
This is a crucial element that helps AEs and BDRs stay aligned and prevents confusion on account strategy
Overcommunication
This Persona is focused on working in the weeds, mainly reviewing reconciliations and gathering data from other departments
Group Controller
What type of questions do BDRs working down the pain funnel use to uncover a prospect's pain?
Open-ended Questions
The most common mistake BDRs make when in conversation
Listening for Trigger Phrases + Info Dumping
What was Andreas' LEAST favorite thing about visiting Albania with his girlfriend?
Not knowing any of the language (smile and wave)
What is a crucial task for a BDR to complete right after setting a meeting to ensure a smooth handoff?
Taking good intro notes
This Persona is responsible for the complete oversight of the close from tracking team members to establishing internal controls
Finance Director
This section of the pain funnel is where decisions are often made
Emotional Level Pain
This simple but powerful tactic encourages prospects to share more
Pausing after the prospect finishes speaking
What is Annaelle's side hustle / biggest aspiration outside of work?
This critical meeting helps BDRs and AEs stay aligned on deals as they progress
Debriefs after intro calls
This Persona is responsible for modernizing the entire financial function. They are the architect of change, not just a manager of day-to-day operations
Financial Transformation
"How is that affecting your teams productivity?"
This question pertains to what level of the pain funnel?
Business Level Pain
List 5 of our 7 Value Props (synonymous with areas of pain!)
- Visibility
- Centralization
- Standardization
- Accuracy
- Documentation
- Automation
- Audit Readiness
What did Brent do when he was 6 years old?
Sh*t his pants at Disney & finished the day in boxers
This is the collaborative process where an AE and BDR review their shared opportunities and next steps
Pipeline Review
This Persona - typically falling outside of our ICP - is the strategic leader responsible for the company's entire technology infrastructure. They oversee all technology decisions, from hardware to software
VP of IT
This takes place at the end of the pain funnel
Review
The practice of triaging the most relevant details a prospect shares
Prioritization of Information
What was Jacob's biggest mix up and what was the result?
Mixing up Vitamin D Tablets with Laxatives... Took 3 of them at once, you know the rest