OPEN LEADS
What should you always prioritize?
a) working leads
b) opens
c) dead opp prospecting
d) free food
Opens
Every lead you receive that does not need to be passed or converted in must receive at least one call/email.
True or False?
True
You do not need to rank all of your leads. True or False?
False. Rank every lead using the 'Lead Ranking' field.
You just finished a chat and you've been thinking about grabbing an early lunch. Is this a good idea?
Yes, you're back at the bottom of the Chat queue now, it's a good time to go.
Your lead has no company name but a unique email domain. What should you do?
Go to the website, find company name, update lead with company name and re-dedupe to be sure you can still work it.
What is the max number of opens you can have before you should ask to be taken off the router?
a) 5
b) 10
c) 50
d) 3.14159
10
What are the two prime calling times?
a) 8-10am & 3-5pm
b) 10am-12pm & 3-5pm
c) 8-10am & 1-3pm
d) 4-5am & 8-9pm
8-10am & 3-5pm
What does Cadence refer to?
The timely follow up of your leads combined with managing your open leads efficiently.
You want to go for a coffee break but you haven't had an 800 all morning. What should you do?
It's likely you're close to the top of the queue, so you should wait until you get it, then go.
You called your lead but it was a bad number. What should you do?
Both
How many leads is it acceptable to have in your Open Leads view when you leave for the day?
None
If you schedule a call for yourself with one of your leads, what time block should you try to book it in?
a) 3-5pm
b) 10am-3pm
c) Real time
10am-3pm
The “follow up date” field on a lead record should never be ____?
Blank (and ideally not in the past)
Over what duration of time should your cadence be spread out?
2 weeks
At some point in the call, the prospect gives you a different company name/email/phone number. What do you do?
Update lead info and re-dedupe to be sure you can still work it.
At what number of opens can you be automatically pulled from the router by a manager?
15
What drastically increases the likelihood that you connect with a lead?
Speed to Lead (S2L)
How many leads is it okay to have with no touch in 7 days, and how many leads should you have in your Today's Leads view at the end of the day?
a) 10
b) 5
c) 0
0
If you have a great open lead, a poor quality open lead, and a working lead, in what order should you prioritize them?
Great open, poor open, working lead
How much more likely is your deal to CLOSE if you book the AE disco call for the same or next day?
2x more likely to close!!
How many opens do you need to be back down to before you can be put back on the router?
3
To get a 25% higher chance of flipping a lead, within how much time should you call it after receiving it in your open queue?
30 minutes
What should always be reflected in the Next Steps field of a lead?
The time zone and required touch that should be put on it next (ex. c2e2 = call 2, email 2)
What range of working leads should you try to aim for?
60-110
How can you set yourself up well for the next day?
Take 5 min at the end of the day to review your Tomorrow's Leads and compare with your calendar to figure out when you need to maximize calling time.