DQC's
These Tiered Accounts almost always immediately go into the Demo Request Cadence
Tier 1 and 2
We change this in Outreach when we connect, convert, unqualify, or book a meeting with a prospect?
The Stage
Always change this variable when you sequence a new lead
This is where you assign ownership for live chat or where you can create contacts if you're given an email
Hubspot
Cube was founded in this year.
2018
This is when we look for and pull in phone numbers from Zoom Info as we sequence DQCs
Immediately
Nodoby is responding off our template downloads so we need to sequence additional people from the company. We put them in this cadence
Additional Prospects Demo Requests/Downloads
Make sure the prospect is taken out of cadence if they mention they are not interested over the phone or Linked so they don't work their way through Outreach and remain active in SF
Mark as Finished
We want to keep prospects engaged so we should work our live chats by always following up with these...
Questions
This is the name of our pricing package that includes:
Essentials
A company is <50 FTEs and or not based in our top ICP locations - where do we sequence that demo request?
Demo Qualification Cadence
This is our ICP for template downloaders
50+FTE North America, Israel, UK
This is where we add information as to why a prospect/account has been currently DQ'd
Action Plan
FAQ's and other answers to common questions can now be found here along with all other info pertaining to the marketing team
Notion page
30-35% of our client base have reached this funding status
Unicorn!
You get a viable contact request or response to a HubSpot email - who can work those?
Anyone -first come first serve basis
If a template download (or meeting) comes in and it's owned by an OB rep, ping this group of people in Slack
Rep, Maggie, IB BDR members
After unqualifying a prospect in SF we need to do this in HubSpot to ensure they don't get automated emails
Opt out of emails
These are the places you can reply to prospects coming in over live chat
Hubspot and the reply thread in Slack
This is the percentage of clients currently using our most popular ERP Integration - NetSuite
45%
A demo request comes in and they book time with you for a Cube Sync. These are the top questions we need to cover to give us a good idea if they are qualified to pass.
Title
ERP/GL
Current Challenges
Company HQ
Where can you find out what templates a prospect downloaded
Under campaign history in SF and/or on the main activity page for the prospect in HubSpot
We need to add notes in this section for any lead that comes in and we have touched to help the AEs understand how we were able to qualify them
Qualification Notes and/or Notes Section
Sometimes we're asked for personal numbers and/or random questions not pertaining to Cube. What can you say or do...
"I'm not able to provide that info at this time" OR ignore it
Prospect is having tech issues trying to sync his Cube. Where do we direct them
If it's a current customer, have them email their CS owner. If we can't find that, they can have a ticket open from support@cubesoftware.com