General
True or False:
The ultimate goal of a BDR: Uncover & qualify leads that become customers!
T R U E
Sticky, qualified leads are what we're looking for!
AND of course to progress in sales career! #SDP
Where can you find all things content related?
Hint: This is a central location for Competitive Intel, MKT Collateral, and more!
OneNote!
True or False:
1:1 decks & all meeting planning should be done by the BDR, Sales Executive, Manager, etc., prior to each session.
TRUE!
If you uncover that a prospect is live on a competitive WMS, what status is the prospect updated to in CRM?
Chose Another!
Why do we leverage the ROI calculator with our prospects?
To spotlight measurable ROI for businesses in the form of greater productivity, inventory accuracy and efficiency. Show prospects how much their business could save by using RF-SMART as your one source of truth for inventory management!
True or False:
Pre call planning is for the birds. We got this!
FAAAAAAAAAALSSE!!!!!!!!!!!!
What is the goal of the In Your Area Initiative?
What are the requirements for the BDR to attend the trip?
To uncover additional leads by leveraging onsite visits while also partnering across departments to make the biggest impact for the trip.
· 3+ BD booked visits
· Manager approved
· 2 nights maximum
Provide 2 examples of content in which you'd include in your Chose Another or Hand Raise Sequencing.
ROI Calculator, Case Studies, Webinars...!
Provide two ways you can strategize with your Sales Executive during BDR/SE 1:1s.
· Review saved searches
· In Your Area Initiatives
· PPF Spending
· Lead Follow-Up
· Role Play / Functionality Deep Dives
THE POSSIBILITIES ARE ENDLESS!
Give 3 Prospect Statuses & the outreach strategy used for each.
Lead Classification & Strategy
Pg. 5 BDPB
What is the Event/Webinar process?
Pre Work - Mail merges, emails, phone calls, etc., event visibility, set up meetings "before or after"
During - monitoring who attended, who no showed, who requested recording
After - Event Follow-Up; Mail merges, emails, phone calls, meetings, status updates!
HubSpot Sequencing:
When a prospect replies to a mail merge, "Remove from list," what should the BDR do in HubSpot?
*BDR sees the prospect is also enrolled in a sequence...
Unenroll from sequence + dig into why/timeline!
What are RF-SMART's Values?
It's not just a set of guidelines, it's who we are as a company:
CRAZY FOR OUR CUSTOMERS
EASY TO DO BUSINESS WITH
WE HAVE YOUR BACK
WE FIRE BULLETS BEFORE CANNONBALLS
EVER-EXPANDING IMPACT
Explain the "Omnichannel" Strategy. Give an example.
Omnichannel outreach is the art of interconnecting channels such as social media, email and phone to actively engage your prospects and generate leads.
Social Selling Best Practices Pg. 52 BDPB
Provide an example of how you leveraged a team member's strength (in their top 5) to compliment weakness of yours (in your bottom 5).
NOICE!