Account Stages
Identified Decision Maker
Create this as a reminder to contact someone in the future
Task
If you want to avoid generating opportunities, try to obtain marketing intelligence by asking this type of question
Close-Ended
The best way to Engage a customer is to ask this
Marketing Intelligence Question
The percent of pace goal for every SDR
100%
If you want a bad start to the month, spend your time here
Profiling
This gathered information tells you what the customer has, how they make purchases, and when they will purchase next
Marketing Intelligence
These type of questions yield the best results in Sales Development Calls
Open-Ended
The Call consists of these 3 components
The Closed Call Ratio goal
20%
You spoke with the Decision Maker but did not generate an opportunity
Nurturing
If you want to see your daily activity, your sales funnel, custom list views, reports, and more, go here
Dashboards
This is the most important marketing intelligence to gather and is what builds your pipeline
Next Purchase Dates/Timeframes
The best component of the call to pick up on the tone and pace of the customer
Introduction
The requirements that must be met to submit an Opportunity
Lead Criteria
Try to keep this Account Stage list as empty as possible
Untouched
The Call Subject when you speak with an Influencer
Completed Call
"I'll be purchasing something soon"
Undefined Timeframe
This is the best when submitting opportunities and can be pointed to on a calendar
Defined Timeframe
Add this to your Opportunity write-up, and you may be saying bye-bye to Concept
Fluff
Always create a task for this Account Stage
Prospect
The SDM may create this to show all the companies with a specific number of forklifts in their fleet
List View
The recommended frequency for engaging with Decision Makers in the NurturingAccount Stage
3-4 months
The value-building acronym to follow when holding a Sales Development conversation
LAER
The companies your client wants to meet with regardless of need or timeframe
Targets