Objections
That's not my priority right now.
“I totally understand it it’s not a priority right now. I’ve spoken with other (job title)s even at this stage of the game and we’ve been able to have a productive conversation about their business and NetSuite so when questions arise you are more informed. Are you open to a brief conversation this week for 10-15 minutes?”
What type of contacts/roles should be our primary focus of targeting?
Finance contacts
What happens if you set a meeting, get an SQL, but it is not documented in SalesLoft.
Your SDR Manager has to sadly remove SQL credit and is disappointed you did not follow instructions correctly of working EVERY lead in SalesLoft no matter what.
Where is the best place to write qual notes?
LaunchPad! It gives you a prompt to fill out with your notes - so easy!
We can't afford NetSuite/don't have a budget for that.
Totally understand, we're actually not trying to sell you anything right now. NetSuite actually has some different options such as our starter solution and also the chance to qualify for financing options where you may not have to make your first payment of NetSuite for up to 6 months. Why don't we set up 10-15 minutes later this week to discuss!
We really only need a (point solution), we're fine with QuickBooks/financial platform right now.
The sync button in the contact section isn't working, what should you do next.
Make sure you have deduped. Make sure firmographics are filled out. Create a task - add additional contact - choose your contact. Save task. Click on it again and then hit the sync button at the top.
What buttons do you need to hit when you set a meeting in SalesLoft?
What is the benefit of self-sourcing SQLs?
You get DOUBLE opp credit because it is harder to convert self-sourced SQLs!
Can you call me back in 6 months?
“Sure, is there anything significant with 6 months from now? What they’ve found is that it’s helpful to learn a little more about their options so when the time comes they can make a more informed decision. Would you have a quick 10-15 minutes this week or next to chat?"
What do you say when someone tells you "I don't have time to talk."
“I understand I called out of the blue. Do you just have a minute for me to explain why I'm calling? If yes, proceed with convo.
If not, when is a good time to call back? Can I send you an invite for that time? (not a meeting set
Disqualify them in SalesLoft, and move on to another contact - particularly finance!
What does the Rhythm tab too in SalesLoft?
Organizes your contacts by highest likelihood of responding to call, email, LI outreach.
Name 5 GB Sub-industries!
Nonprofit, Healthcare, financial services, transportation, construction, restaurants & hospitality
I'm not involved in making software decisions.
“Completely understand. I speak with people on a daily basis who aren’t decision makers, but some of my most meaningful conversations are with end users like yourself. Have you experienced any challenges with your current systems? If not, who would be the best person to speak with. Would you be able to intro me to them?”
How do you respond when someone says "we already have something in place"?
Okay got it. I figured that may be the case. I'm curious, what does that software do for your business (if you don't know)? What other platforms are you using? Do those integrate or speak to one another? We often find there can be a lot of manual entry that takes up quite a bit of time - are you experiencing that?
What does the Controller of a business do?
A controller essentially is a company's lead accountant. They oversee accounting activities and ensure that ledgers accurately reflect money coming in and out of the company. Strategic controllers also impact decision making, forecasting, and budgeting at the company level, based on accounting data.
Where should you keep track of your metrics on a daily/weekly basis?
Analytics - Prospecting Results Tab
You're ready to promote an SQL and notice that Annual Revenue on the corresponding ZoomInfo record shows exactly $20m, which is the cutoff between Mid-Market and Corporate. How should you fill out the Annual Revenue field on the lead record? $10m-$20m or $20m-$50m?
$10-$20 million
I'm sorry, we don't trust the cloud. We're nervous about the safety of our data.
Do you bank online? We have the same security encryption as your banks do—which is proven to be more secure than on-premise servers in terms of data protection.”
How do you respond when someone says, "I'm not interested"?
Where is the best place to find contacts to sync to SalesLoft
NOT NSCORP. Double check ZoomInfo and Sales Nav first before syncing to ensure you have the best contacts. If they are in NSCorp already after that, then it saves you some time!
When should you disqualify a company?
After at least two no's, or little to no response from 3 contacts in two weeks.
What revenue bands separate Emerging, Mid-Market, Corporate + Tiger?
$0-5m - Emerging
$5-20m - Mid-Market
$20-200m - Corporate
$200m+ - Tiger
How do you respond when someone says we use QuickBooks and it satisfies our needs.
“Which departments do you use QuickBooks for? Do you connect it with any other pieces of software? I called because we have many customers who have outgrown QuickBooks and have seen great success upgrading to NetSuite, actually 80% of our customers have switched from QBs to NetSuite. Here’s why.”