Lead Gen Activities
What are the expected actions to be done after being assigned a cold or hot lead?
(Hint: *There are 3-4 actions you should always take after responding "got it" in the chat)
-Verify/ Change your name to the marketing owner in SF
-Look at the sales territory guide and pull up sales calendar (if qualified)
-Reach out via phone
-Follow up via email
What is name of the document where you can see all assigned conference travel?
What is The Missions spreadsheet
Will also accept: the 2025/2026 Calendar
Scenario: You get assigned a lead - what is the first system you should look at? (To review activity, etc)
What is Salesforce
What is the minimum number of enrollees required for an employer to be eligible for Nonstop Health?
*Specify - employees enrolled or lives on the plan?
What is 50 EMPLOYEES ENROLLED - except in NY where it is 30 EMPLOYEES ENROLLED
BAL
What is Broker as a Lead - A broker who has not yet had a 1:1 intro meeting with Sales
In what time frame should all leads be entered and initial first contact outreach be completed after a conference?
24-48 hours
Who should you contact if you have questions about event times/ conference travel? (not regarding budget)
Drea
Where can you view the Sales Rep assigned based on State/ Zip Code?
What is the Sales Territory Map
What does the "Nonstop Warranty" mean?
The Nonstop Health warranty guarantees that a client will not be charged additional funds if they have a high claims year and exceed the MERP funding contributions we underwrote them for.
SQB
What is Sales Qualified Broker - A broker who has had a least one 1:1 meeting with Sales
Scenario: You can't find a flight that's under the guideline amount of $700 after taxes round trip. Who do you contact for help?
Jamie
What is the maximum amount per day CEMs are permitted for food expenses when traveling for a full day?
What is $100/ day
Scenario: A broker mentions in a meeting that they would like support introducing the Nonstop Health concept to an employer and asks for any content that they can provide to their client. Where do you look?
What is the Marketing Published Collateral folder
What does "broker exclusivity" mean?
That a broker has exclusivity for a quote with a particular prospect - another broker will not be granted a quote for the same employer group if they request to within that year.
MQL
What is Marketing Qualified Lead - Not a selling title/ decision maker but could be a marketing contact
Scenario: You get a chatter note in SF from the RevOps team letting you know a lead reached out via old content. What do you do next?
What is Research the lead & review activity, contact the lead, log your activity
What is the maximum spend amount for hotels (per night, after taxes) when traveling?
What is $275/ night after taxes.
Where do you look to see if a lead is a BAL or SQB?
What is the Community User box in SF
Can you have an HSA run alongside the Nonstop Health MERP?
What is No.
However, we can (on a case by case basis) do "carve outs".
LGBM / LGSM
What is Large Group Broker Meeting / Large Group Sales Meeting - A group meeting that sales presents to either in person or virtually
*Note: Sales logs in person LGBM's in SF as "roadshows"
Scenario: You reach out to a hot lead and they advise you they just won BOR on a current Nonstop client. What do you do?
(Hint: There are 3 things we should do)
What is
1. Ask who the client is
2. Loop the AE into an email with the broker and advise they are taking over BOR for "XYZ" Client
3. Try to set up an Intro to Nonstop meeting with that new broker and the appropriate sales rep for that territory
Scenario: You are traveling from CA to NY for a conference. Your set up time is 8 am - 10 am on Sunday, with exhibiting time and a reception to follow. What day should you plan to fly to NY?
What is Saturday
Where can I see follow up campaigns I am assigned to?
Hint: You can also confirm Campaign names here for expense reports
What is Airtable
What are the admin fees associated with Nonstop Health (by employee count)?
For clients with 50 EE's and Under - $20 PEPM
50 - 100 EE's - $15 PEPM
100 + EE's - $10 PEPM
MEWA
What is Multiple Employer Welfare Arrangement - A pool of employers that have access to health care plans that would not otherwise be available to them due to their size. *Nonstop is an option in multiple MEWA's