BDR 101
When claiming a lead, the next step after filling out the BDR fields.
What is logging a task.
How long will a newly created lead sit with empty LSAD before it is automatically routed to the BDR team?
48 hours.
What was NetSuites original name and the year it was founded?
Netledger & 1998
What competitor is hiding their software replacement by spinning it as a software update.
Microsoft Dynamics
What does an the phrase "We have an open API" actually mean?
Application Programmer Interface - (2 or more software components communicating with one another)
The one piece of information on hoovers that will not stop you from working a lead.
What is company size.
How is LSAD on a TAL record updated?
It is updated by the rep on the record, regardless of the BDR putting touches on it.
Who was the founder of NetSuite?
Evan Goldberg
Respond to this objection: Quickbooks is 200 dollars a year. Im not looking to spend any more than that.
..........
Name every vertical and their micro vertices if they are worked separately.
General Business, AMP, NPO, MFG, Food and Bev, Health and beauty, Retail, Services, Software, WD, AFA
In what two instances does a 90 day LSAD matter?
Previously Promoted Leads & Partner Records
What are the reasons an AE would mark a lead - Lead Lost?
Limited Budget, Limited Urgency, Poor micro vertical fit, Point solution, Lack of bandwidth at EOQ
Who does Julie Drimmel Report to directly?
Tom Germack -VP, Sales Planning and Analysis
What competitor take the "best in class solution" approach?
Intacct - (They only provide financial software and use partners for everything else that makes up an ERP)
If you are working a outbound lead and inbound activity comes in on the lead. Is the lead actually an outbound lead or is it now inbound?
If there is less than 3 touches over a 15 day period the lead is not an outbound lead and must be handed off to an inbound BDR.
When outbound prospecting when do you change the BDR status to "SQL"
After the meeting scheduled has occurred.
What are the reasons an AE would send back a SQL?
No Business Need, Lack of commitment, Non-responsive, Lack of communication to a next step, Channel Engaged, No Authority
Alicia always talks about "Kingsley"
What is his full name and job title?
Kingsley Penland
Senior Director, Sales Operations
What is NetSuite's biggest competitor?
Do nothing / No decision
There is another task on the record that a previous BDR had been working. Do I log a new task?
If the task was created <90 days ago, do not log a new task
If the task was created > 90 days ago, log a new task
What is the difference between Lead Status: Disqualified and Lead Status: Lead Lost
Lead Lost = Contact opted out of sales cycle (they dont want)
Lead Disqualified = The lead is not a good fit (we dont want)
Give an elevator pitch that you would use to explain NetSuite to your grandmother.
*Insert elevator pitch*
Name all the BDR senior managers and their location.
Anthony Stebila (Austin), Kendall Weir(Chicago), Kate Chamberlin-Snook(Boston)
Name 5 competitors that operate on a "fake cloud" infrastructure.
QB, Infor, Dynamics, Sage, Acumatica, Epicor, Sage Business one, Financialforce
If you have received an RFP/RFI from a lead but have not spoken to a contact to receive ANUM how long can you wait before you are required to hand the lead off.
If after one phone call and one email, bilateral communication does not occur within a day of receiving the lead, the BDR should continue to route to the Sales Rep as a Hand Off to avoid any delay in the process.