Salesloft
We book a demo with a contact that is not in SL under the account we are working, while the call recording and call log is under an existing contact name that we will not be demoing with, what do we do?
Create a new contact in SL (with accurate email and phone number), Paste the call notes on new contact, mark the success on new contact, and make sure it lofts correctly over to sugar accordingly under contacts.
Things to make sure are updated in sugar on prospect accounts, especially when we book a demo on the account?
Entity Type, Account type, seller field, SD Representative, Website (If there is one), Discover Notes (if applicable), Trucks, DOT Number, main Contact attending the demo marked as "Key Contact"
When can I reconnect with a prospect after a completed demo?
It has to be greater than 60 days since the last completed demo to be eligible to reconnect with the prospect.
What chat thread in teams is the go-to chat for any and all sales line related questions or comments?
Inbound Sales Line Chat
If I get discovery information for a demo, where do I put it?
You will ultimately want to put your discovery information in 3 different spots. SL, Sugar account, and demo module.
In SL discovery can be shown in your call log for the demo booked. In Sugar, you will put your discovery and date stamp in the account level discovery notes. In the demo module, put discovery notes in the description at the bottom. This helps the seller with pre-demo routine so they can get the information no matter what platform they are on.
What is the most accurate way to view our call and email metrics?
In SL, then Analytics tab, then "team productivity". This report can be adjusted to reflect certain dates, reps, groups, and metrics
How to Dupe Check?
You can and must check for dupes in sugar using the Accounts section and having a general/dupe check filter set built out that you can check by both account name variations AND DOT Number.
If the prospect shows up to the demo and therefore is a "completed" demo, but the demo module doesnt get marked by closer to the end of day, what do I do?
Reach out to the seller and kindly ask that they mark the demo "complete". Things slip through they cracks and they appreciate us having their backs! Also, this is how we get paid accurately too, by having our demos marked correctly.
Sales line rings and prospect wants to book a demo, but prospect has been working with another SDR, what do I do? (Other SDR is unavailable)
If you end up booking a sales line demo for another SDR, ALWAYS get discovery and make sure that the quality of info is as at least as good as you would want for yourself. "Sales Line Golden Rule"
What extra data do we need to show in sugar when booking a TTT Inbound Lead?
In the scheduler, edit the lead source to "website" for reporting purposes. Also, in the demo mod, there is a spot to mark as "Direction" of Inbound since the mod auto populates outbound.
How to listen to call recordings or live calls without being on a call session with a rep or group of reps?
Conversations tab at top of SL, within the "Activity" tab then can filter many ways. (zoom demos, calls, live calls, etc.)
Also can use the Calls tab at the top, also within the "Activity" tab and filter/sort by call recordings from here as well.
How can we tell if a sugar account is a client already?
Account type field, Opportunities currently in a billed status, Tools42 Billing History
(Only have to list one of the above)
When should we NOT schedule a demo for throughout a normal week?
Advisory Meeting Wednesdays at 1:30 cst-2:30 cst, Sales Meeting every other monday 11:00 am cst, Small groups meeting every other monday, transverse of sales meeting, at 1:30 cst, All Hands blocks, or any other time a seller has blocked off on their calendar (without asking).
Driver Calls in with an issue, what do I do?
Explain that they have reached the sales line and for privacy reasons, we cannot access the driver facing system. Have them call back at 877-219-9283 Extension 1 or email drivers@tenstreet.com for help. Tell them that it is important to leave a VM if no immediate answer.
How to view seller calendars if/when the scheduler tool is down and not working to still book demos as a workaround?
You can view and create demo invites via outlook>new Event>Scheduling Assistant> add a few sellers in (within fleet size parameters), if unsure which seller to book with, and see which ones work best for the time needed. You can also utilize the "zoom add-in" via outlook to create and edit the zoom call invite as well.
Can we auto send emails for future dates/times in the purpose of a demo reminder? (Or any other situation really). If so, then how?
Yes, fill the body and subject of the email (template or custom), then press "schedule send" button next to send. From here, you can edit the day and time for the email to actually send so you don't have to take another step to send that day to the prospect or client.
Prospecting Tips within Sugar?
Can Prospect using the accounts filter creator within Accounts (I can go more into detail on this if need be). Can also prospect based on your own previous demos if you have a pipeline of demos built up using the Demos sections in sugar (I can also go more in depth on this if need be)(This answer can be up to the discretion of the person answering the question based on their style of prospecting, specifically within sugar)
I want to do outreach on a client account, but don't know the direction to go, what do I do?
If there is even 1% unsureness on what direction to book a client for, ping the advisor on the account to consult with them on the best course of action, since the advisor will know their client the best.
Number calls in with Xchange issues, what do I do?
Tell them that they have reached the sales line and cannot access the xchange network for privacy issues. Refer them to the operations team at network@tenstreet.com for help.
Prospect cancels a demo and/or no shows on us during a demo, can I mark it as a "no show" as the SDR on the account?
YES! Always mark your demos yourself IF they are no shows. Also, if the prospect/client rescheduled for a future day/time, then you need to adjust the invite and module accordingly to reflect the new time.
What is the difference between marking a success in SL and the creation of a new demo module in sugar?
There isnt one! Any time you create a success in salesloft (book a demo) then you will create a new demo module. The opposite is true too, when you create a demo module in sugar, within the rules, then you will mark a success. Ultimately in a perfect world, the number of successes in SL for a timeframe would be the same exact number as new demo modules created in sugar.
For prospect accounts, do we add our name in the "SD Representative" field when we are actively working the account?
YES! This is a must if you are working an account, please put your name in the "SD Representative" Field in Sugar!
For prospect accounts, how many days of no outreach efforts do there have to be in order for an account to be "workable", barring that there are recent completed demos on the account?
30 Days! This is the most basic SDR rule here. There has to be 30 days of no outreach on the account as a whole by another SDR in order for the account to be workable.
What is the most basic sales line rule of play?
Once you have gotten 1 sales line demo for the day, back of the line. Only answer future calls if you hear them ring several times in a row.
When Booking PPQs, what qualifies the PPQ and what information do I need to package up to send to the seller?
For a PPQ to qualify, the prospect has to have interest in or prior knowledge/usage of the Tenstreet dashboard and is unable to join on a zoom call due to business, etc. (We DO NOT want to promote PPQs for the sake of proactive pricing before a demo) There HAS to be interest motivated from the prospects side.
Helpful information that the seller NEEDS for PPQs to be valuable.
- What's the biggest issue you'd be solving by going with Tenstreet? What's at the top of your to do list? Finding new drivers, streamlining onboarding, managing safety/compliance etc.?
- How many trucks are in your fleet currently?
- Are you hiring right now/how often are you hiring?
- Do you have any plans for growth in terms of additional drivers in the near future?
- How are you advertising job openings to drivers? Indeed, Craigslist, word of mouth etc.?
- What kind of an application do you use? Paper/pdf or something online?