Mission Complete
This person must be present for a meeting to count as a Meeting Complete.
What is the AE
During the course of the meeting, it is discovered that there could be a potential qualified opportunity, but the AE wants to vet the account out more. The onus is on the AE to facilitate further conversations/meetings within the account.
What is AE Nurture
Activities must be logged in BLANK, as retroactive logging of activities is prohibited.
What is real-time
The required lead response time.
What is 24 Business Hours.
A name/contact an AE was referred to that the pass along to the BDR.
What is a Bluebird
This needs to be logged in order for the Meeting Complete to count towards your KPIs.
What is Meeting Comments/Notes
The meeting does not run due to the Prospect not being able to attend.
What is Prospect Reschedule
The onus is on this role to ask to pass a lead if they would like to work it once the 30 day real activity rule has passed.
What is the BDR
BDRs can only do this for the Account Executive(s) to whom they are aligned and fall within their territory. BDRs are not allowed to do this for any other Account Executives. This is a violation of our integrity and is not allowed under any circumstances.
What is create accounts
(Prospecting email) Response to a prospecting Email with at least one piece of qualifying data; i.e. yes/no to scheduling a call or referral to a relevant Contact. Inbound email responses cannot be logged as a call connect.
What is Inbound Response
The number of "Qualified Opportunity" meetings that can be logged per opportunity
What is 1
BDR effort is required to help progress a BDR-sourced opportunity. The BDR sets and runs a meeting to re-engage the customer
What is Pipe Progression
(True/False) An SDR is working a lead within an account. The BDR must hold off on working any contacts within that account until 30 days of the SDR working the lead has past.
What is False
Where a lead is transferred to if the BDR has not contacted the lead within 24 hours of being the lead owner.
What is SDR Queue.
If a lead is incorrectly routed, it is this person who's responsibility it is to return that lead so it can be properly routed.
What is the BDR
Once an Opp reaches stage two the BDR will no longer be given credit for booking additional meetings. Unless...
What is it is a Stalled Opportunity (1 Pipe Progression Meeting) or Meeting with a Different POC/Use Case
The 3 steps you should take when the meeting outcome is "Qualified Opportunity"
What is, (1) Create an Opportunity, (2) Attach ALL relevant BDR activity to the opp (3) Move Opp into AE's name
These 2 things must be filled out in the Opp by the AE before moving to Stage 2
What is ACV Value & Products
The only two AE types where aligned BDRs are allowed to prospect into current customer accounts for expansion opportunities.
What is Growth & Strategy
Called a contact and did not leave a message/voicemail or did not speak to anyone live on the phone
What is Call No Message
When you catch a prospect on the phone with the AE present.
What is an AE Call Down
The 3 steps you should take if a meeting outcome is "BDR Nurture"
What is (1) Create a Stage 1 Placeholder to track nurture activity, (2) Attach ALL relevant BDR activity to the opp, (3) Keep Stage 1 in BDR's name
This must be attached to all Opps within 24 hours of the Opp being graduated to Stage 2
What is a Sourcing Case
The ultimate source of truth for which segment an account falls within.
What is Salesforce Employee Count
Our Guiding Principles
What is Customer Experience, ARR, Internal Efficiency, Fairness, and Ethical