Opens
What should you always prioritize? a) Working leads, b) Opens, c) Dead opp prospecting, d) free food
What is Opens?
What are the two prime calling times? 8-10am, 10am-12pm, 1-3pm, 3-5pm
What are 8-10am, 3-5pm?
What does Cadence refer to?
What is the timely follow up of your leads combined with managing your open leads efficiently?
If you have a great open lead, a poor quality open lead, and a working lead, in what order should you prioritize them?
What is Great open, poor open, working lead?
Your lead has no company name but a unique email domain. What should you do?
What is go to the website, find company name, update lead with company name and re-dedupe to be sure you can still work it?
Which open lead would you prioritize of the following options: a) eBook b) Service Cloud demo c) Whitepaper d) Pre-Qualified lead
What is b) Service Cloud demo?
If you schedule a call for yourself with one of your leads, what time block should you try to book it in?
What is 10am-3pm?
True or False: You do not need to rank all of your leads.
What is False: Rank every lead A, B, or C in the Lead Ranking field?
Over what duration of time should your cadence be spread out?
What is two weeks?
At some point in the call, the prospect gives you a different company name/email/phone number. What do you do?
What is update lead info and re-dedupe to be sure you can still work it?
How many leads is it acceptable to have in your Open Leads view when you leave for the day?
What is 0?
What drastically increases the likelihood that you connect with a lead?
What is speed to lead?
True or False: The “follow up date” field on a lead record should never be blank.
What is True?
You just finished a chat and you've been thinking about grabbing an early lunch. Is this a good idea?
What is yes, you're back at the bottom of the Chat queue now, it's a good time to go?
Mark's construction company is a current customer of Salesforce with 12 FTE. They want to purchase 3 additional Sales Cloud licenses. What do you do with your qualified lead?
What is create qual notes & send to the Essentials BU queue?
True or False: Sending an email to an open lead establishes 30-day valid touch.
What is True?
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?
What is 30 minutes?
When should you spend time dead opp prospecting, SRO hunting and finishing admin tasks?
What is Outside of prime calling hours?
You want to go for a coffee break but you haven't had an 800 all morning. What should you do?
What is it's likely you're close to the top of the queue, so you should wait until you get it, then go.
After speaking with Joe, who works at a painting company with 15 FTE, you recognize they need a CRM and social media marketing tool. What do you do with your lead?
What is:
1. Create qual notes and send CRM interest to the Essentials Coaches queue.
2. Clone your lead and request stamp to work. Then, add qual notes to second lead and create a MC oppty (owner = MC AE).
How many open leads > 24 hours without touch must you have by 9:30am each day in order to log into the Inbound?
What is Zero?
In order to avoid being pulled from the router, how many leads with overdue follow up (7 days without touch) do you need to have by noon CT on Wednesdays?
What is less than 20 leads with overdue follow up?
What should always be reflected in the Next Steps field of a lead?
What is the 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?
What is 60-110?
How much more likely is your deal to CLOSE if you book the AE disco call for the same or next day?
What is 2x more likely to close?