Objection Handlers
This method makes you level with the prospect in an understanding way
This phrase is used to wish an actor good luck
Break a Leg!
This action is taken after you've completed a qual call
What is update the meeting result
A prospect is using Square for donations, they may have a need for this OTS feature
What is donations/fundraising?
This is a customer story platform that OTS recently invested in
What is Deeto?
When a prospect says we already have something in place
Ask about experience, process, offer a side by side comparison
This person is in charge of selecting the upcoming season, casting and hiring, and serve as the public face of the theatre.
What is an Artistic Director
These four qualification areas should be include in the SDR Notes for the AE
BANT - Budget, Authority, Need, and Timeline?
What is an all in one platform?
This is where you can see the marketing history of a contact
What is Hubspot?
When a prospect says send me info on a cold call
Clarify what they want to learn, offer to send today, push for a qual
This person serves as the day-to-day management of ticket sales and patron services.
What is Box Office Manager
What is clean/update the data?
A prospect is using pen/paper and spreadsheets. This suggests the prospect feels pain around this.
What is manual process/lack of centralized reporting?
These step are required by the SDR every day at the end of the day
Fill out KPI Tracker, Update all quals meeting result, send screenshot to SDR Crew Channel
When a prospect says "we dont have any money or funding for something like this" on a QUAL
Explore timing, process, pain - explain our free to use platform - ask for demo
This takes place a week before previews and opening of a show
What is Tech Week
This metric tell us how quickly SDRs are acting on behalf of MELs
What is speed to lead?
This type of prospect only does one show a year, at OTS we call them this name
What is a One Show Joe?
This person is our VP of Product
Who is Todd?
When a prospect says "I'm just too busy"
express understanding, follow up with story about how we can save them time on the behind the scenes and admin work, give them more time to focus on the production - ask for meeting
This is what you do if someone says the name of "The Scottish Play"
Cleansing ritual! Spin, Exit Theatre, Spit, say a line, ask permission to be allowed back in!
If the theatre or company has Executive Director, Box Office Manager, Artistic Director or Theatre Teacher, Music Teacher, and Admin levels at the district level, the SDR should move forward with this strategy.
What is multithreading?
This plugin sets OTS apart from many of our competitors due to its ease of use
What is the widget?
This number is what breaks our verticals into SMB and MM
What is $4000 TEV?