Concept Jeopardy

Account Stages

100

You uncovered the name of the Decision Maker but have not spoken to them 

Identified Decision Maker

200

If you want a bad start to the month, spend your time here 

Profiling

300

You spoke with the Decision Maker but did not generate an opportunity

Nurturing

400

Try to keep this Account Stage list as empty as possible

Untouched

500

Always create a task for this Account Stage

Prospect

CRM

100

If you call a company and get the general voicemail, use this call subject. 

Attempted Call

200

Create this as a reminder to contact someone in the future

Task

300

If you want to see your daily activity, your sales funnel, custom list views, reports, and more, go here

Dashboards

400

The Call Subject when you speak with an Influencer

Completed Call

500

The SDM may create this to show all the companies with a specific number of forklifts in their fleet

List View

Pipeline Building

100

If you want to avoid generating opportunities, try to obtain marketing intelligence by asking this type of question

Close-Ended

200

When in doubt, point to this to determine the quality of your timeframe. 

Calendar

300

These type of questions yield the best results in Sales Development Calls 

Open-Ended

400

This is the most important marketing intelligence to gather and is what builds your pipeline 

Next Purchase Dates/Timeframes

500

"I'll be purchasing something soon"

Undefined Timeframe

The Call

100

The best way to Engage a customer is to ask this

Marketing Intelligence Question

200

The Call consists of these 3 components

Introduction, Conversation, Close 

300

The best component of the call to pick up on the tone and pace of the customer

Introduction

400

This is the best when submitting opportunities and can be pointed to on a calendar

Defined Timeframe

500

The value-building acronym to follow when holding a Sales Development conversation 

LAER

Generating Opps

100

This is the goal for quota pacing percentage

100%

200

The Closed Call Ratio for both Strategic and Transactional Accounts. 

20%

300

Close for this type of opportunity when the Prospect has no immediate needs but qualifies for a valuable meeting.

Introduction

400

Add this to your Opportunity write-up, and you may be saying bye-bye to Concept

Fluff

500

The companies your client wants to meet with regardless of need or timeframe

Targets