Routing
Someone enters the sales chat. They are interested in a Scale plan and have a Linkedin employee count of 50. There has been no touch point or contact made for this prospect in sales force yet. What business unit does this route to?
Who is the SMB, Acquisition Team.
What is Step 1 of the Hot Transfer process for Acquisition?
Send a direct message to the account executive and pull their calendar up at the same time. If the account executive has availability in the next hour, with a buffer, book the prospect on their calendar and message the seller with the details. If the seller is unavailable and doesn't respond within 1 minute, move to Step 2.
Who owns US self sign up/ OD Cron leads?
Who is Brand Account Management
This tool is used to quickly copy and paste responses in chat.
What is aText...
What is verifiable engagement?
Two-way communication (written and timestamped) with the buyer that is logged in SFDC in the last 90 days. Activity must be performed by the respective rep (or supporting SSDR) and documented in SFDC prior to opportunity creation. Customer requests to discontinue communication is not VE.
A new business prospect is breaking away or referred by an account with verifiable engagement. Who do you route the lead to?
The owner of the account that has the verifiable engagement.
How do you identify whether or not an account has a mapped parent account?
1) Look at the Parent Account Property under the Account Information in SalesForce.
2) Type in the Company Name in to the search bar of SalesForce to verify that there are no other existing accounts.
This team works inbound sales line phone calls, 'contact us' forms, sales chat, OD Cron and Zendesk leads.
Who is the SDR team.
You can use this tool to search for product, routing and ROE questions by keyword.
What is Guru
Verified engagement doesn't apply to what teams?
The Account Management Team
The -only- time that you would not send it to the Account Manager is if you can tell that the lead is a Brand and the Account Manager is incorrectly listed as an Agency Account Manager, or if the lead is an Agency and the Account Manager is a Brand Account Manager. In both instances, you must reassign it to make sure the right Account Management team has the business.
An SDR qualified Spanish speaking prospect is in chat and has agreed to a Hot Transfer.
Language Rule applies:
The opportunity goes to a Spanish speaking closer, with the immediate preference being a closer in Acquisition (& to go to a Spanish speaking account manager if no Spanish speaking Acquisition rep is available).
*Note: The Round Robin is not used for Language Rule prospects/customers
What must be done to an 'after hours' lead, after the lead to opportunity conversion, to make sure that the deal is split between the original rep and the rep who has offered to pick up the opportunity?
The SDR must fill in the HT Receiver's name in to the "After Hours Rep" field.
NOTE: Business hours are 8am-6pm CST M-F
Once the opportunity has been worked by the after hours rep, the after hours rep will then split the deal.
This business unit works with Agencies that have 50+ Employees or Brands with 300+ Employees.
SMB, Acquisition L3 Account Executive
This chrome extension will tell you if someone is hosting with WP Engine..
What is WPEOverdriveIE
How long is an EU self served (aka self signup) lead owned by EU acquisition?
30 Days
How do you route a US Atlas opportunity for new business?
Convert the lead with yourself as the owner. Once it is generated, click on the "Send Opp to Enterprise Acquisition" check box.
Checking this box will round robin the opportunity to an Enterprise Account Executive.
What drop down must be utilized, when creating a new lead, to ensure your opportunity is being created as an Account Management lead?
What is the 'lead segmentation' drop down on the lead.
You must choose the 'install base' selection. It is standardly sitting on the 'acquisition' choice if you don't change it.
This chrome extension will tell you how many visitors a site is getting monthly, information on marketing tools implemented in the site and who someone is hosting with--- as long as their traffic is high enough.
What is BuiltWith
You have qualified an Atlas opportunity with a current customer. Who does this route to?
The Account Manager.
A US based agency with 74 employees comes inbound and you have qualified a Scale + opportunity. When looking SalesForce, they are listed as a customer with $0 of MRR and no mapped parent account. Their account manager is assigned. Who do you route this to?
SMB Acquisition
Because there is $0 in MRR, the Account Manager does not apply. This is to be worked by acquisition because it is new business.
What is every step of the HT transfer process?
Step 1: Reach out directly to rightful sales rep
When utilizing SalesLoft, what needs to be included alongside the drop down you use to disposition a lead, so that the status of the lead is correct and able to be saved?
What is the Project Location field.
What allows you to easily prepare and plan for coaching and advancing through the XDR Organization?
What is the Path to Success
The Sally Report holds Intercom leads that are still assigned to Sally in SalesForce. How much time needs to pass in order to reassign another SDR's "Sally lead" from another SDR to yourself?
What is 48 hours