Big Deals
A big deal is over how much?
$250,000
This tool captures intent signals from every known and anonymous source, and connects it all to prospect accounts, delivering complete insight into the buying journey
6sense
Something that will give you butterflies every time you do it
Buying caterpillars
True or false: Outbound SDR's get inbound leads
Yes, they are called Open Contacts
How many SDR Primary's each SDR should have?
25 per AE they are aligned to
This AI tool will target accounts for you and generate a first customized email
Actively
The key to being a good doctor
Having a lot of patience
What is the minimum information you should you get from a prospect before booking a meeting with an AE
1. How did they hear about us (if inbound)
2. Verify industry
3. Full time employees
4. Current ERP
5. Any pain points or challenges
SDR's should pick their own Top 25 by themselves
They should collaborate with their AE
Our online AI chatbot's name
Sophia
This is a seals favorite type of museum
art art art!
Name 3 things required for a Dev Opp to move to Qualified
1. Initial Discovery meeting completed with a decision maker or champion
2. Deeper dive discovery call is scheduled within the next 30 days
3. SPI has been collected
How much in payments are we processing annually
$70B
This tool lets you see former customers or prospects who have switched companies
Usergems
Why the waiter quit his job
Because he didn't like taking orders
What is the average % of Dev Opps that convert to Qualified?
67%
The number of SDR's who've been promoted
112
The Slack channel where SDR's share best practices, celebrate wins, and make announcements
SDR-to-SDR channel
Something I find odd
Numbers you can't divide by 2
The criteria used to determine ICP (ideal customer profile)
1. Location
2. ERP
3. Employee count
4. Industry