Process 101
The BDR Comments for every Rating "4" prospect should start with these two words.
What is "Passed by"?
Finish this statement: Make a Call, Not -- --.
What is a Dial?
You can find the Headquarters City & State in this section.
What is the Company Background section?
This is the rating used for a prospect that has requested a call back in the next 6 months.
What is Rating 5?
When following a warm cadence, this is the EBQ standard amount of time between blocks.
What is 30 days?
Only this amount of Date Stamps, with an acronym and no notes, are allowed in the BDR Comments section.
What is 2 Date Stamps?
Being able to recognize opportunities to aid other EBQ projects.
What is Closing 10: Cross-pollinate?
The section outline the nice to have information when setting a meeting.
What is the Discovery Questions section?
Definition of EBQ Rating "6".
What is a prospect requested Follow Up over 12 months out?
When following an EBQ standard cold cadence, this is the amount of time between blocks.
What is 90 days?
You scheduled a meeting with a prospect at 12:00 PM PT and your rep is located on the East coast. This would be the time you need to set the meeting for on your calendar.
When is 2:00 PM CT?
This EBQ Closing is about continuously learning about the space and offering for your project.
What is EBQ Closing 1: Be Comfortable?
Where the best job titles to target on the project are listed.
What is the Decision Makers and Evaluators section?
The client sent over a list of attendees that requested outreach from a webinar they hosted. This is the rating used for those prospects in the CRM.
What is an EBQ Rating "3"?
These are the things that dictate EBQ Next Step.
What is Prospect request, your mind, and/or cadence program?
This color is used in Calendar's to notate an internal meeting.
What is the color orange?
You have asked for the meeting at least three times before moving on, displaying this EBQ Closing strategy.
What is EBQ Closing 3: Always Be Closing?
This section will tell you more about what makes your offering different from others in the space.
What is "Key Differentiators"?
These are the two reasons to rate a prospect an EBQ Rating "1".
What are Scheduling Meeting and Rescheduling?
This is the action taken on steps 2 and 4 of EBQ standard cadence.
What is a ping?
These are the fields that need to be updated in SFDC when a meeting goes into Reschedule.
What are EBQ Rating, EBQ Comments, and EBQ Next Step fields on the contact and Next Steps field on the opportunity?
Definition of Closing 8.
What is "let the customer ask questions"?
This section gives you information on the type of persona, business type, and need a potential prospect should have before setting a meeting.
What is the Qualifying Criteria section?
Client/Project request to stop outreach.
What is an EBQ Rating "99"?
If you get a BDR Rating "2" on A3 or 3, at this step you would downgrade to a BDR Rating "7 " after not being able to connect.
What is C5 or 15?