Industry Insight
Knowing a prospect’s industry, common challenges, and business environment before calling helps a BDR build this with the customer.
What is credibility or trust?
At a company, this person has the final say on major business decisions.
Who is the Owner/CEO?
An example of business risk
What are compliance failures, lack of visibility on spend, lack of controls
A company's employees travel frequently for client meetings, conferences, and site visits. The owner wants a card that can help support ongoing business travel while providing rewards and expense management benefits for those purchases.
What is the American Express Business Platinum Card®?
This is the BDR’s primary responsibility in the sales motion.
What is creating qualified opportunities?
Examples of what might cause business friction in a distribution and/or logistics business (name two)
What are...
A company that says any money left over goes back into supporting our mission, not into the pockets of owners.
What is a nonprofit?
The common types of business expenses. Name at least three of four!
What are fixed, variable, direct and indirect expenses?
This solution was built to help businesses forecast cash positions and plan for future cash gaps.
What is Business Blueprint?
A prospect says,"We're growing quickly."
The BDR asks,"What challenges, if any, has that growth created for your business?"
The BDR is primarily trying to do this.
What is clarify a gap before determining whether there is a relevant business reason to continue?
Examples of what might cause business friction in a professional services business (name two)
What are...
A company wants protection from personal liability and plans to raise capital as it grows.
What is a Corporation/LLC?
The net cash that goes in and out of a business.
What is cash flow, or the Business Operating Cycle?
A business wants to separate company and personal spend, extend working capital, and access real-time card visibility.
What is the American Express Corporate Program?
This is the first stage of the BDR workflow and focuses on deciding where to invest time.
What is Target & Prioritize Leads?
A manufacturer needs to pay suppliers today, but won't be paid by customers for another 60 days. What financial challenge does this situation highlight?
What is working capital management?
This stakeholder in a business acts as a oversees procurement and vendor relationships.
Who is the AP Manager?
A company wants to understand:
What are the Income Statement, Balance Sheet, and Cash Flow Statement?
This solution helps companies pay vendors through multiple payment rails while improving cash flow control.
What is One AP?
In this stage, the BDR gathers customer information (such as company news) before making contact.
What is Research & Personalize?
Construction companies often face this challenge because they pay for labor and materials before receiving customer payments.
What is cash flow management?
Three friends start a business together and agree to share profits, losses, and decision-making responsibilities.
What is a Partnership?
Payment methods typically used by businesses. Name at least three!
What are ACH & Electronic Funds Transfer (Wire), Checks, and Cards (plastic or virtual)?
A centralized platform that helps businesses manage Corporate Card applications, track employee spending in real-time and generate customer reports with the ability to integrate with most ERPs.
American Express @ Work®
A BDR determines whether an MBD conversation is warranted by confirming these two things.
What is a business need and openness to the next conversation?