BDA Team
Who is the manager of the regional BDA Team
Who is Paulette Schievelhud.
What does BOT Stand for?
What is Board of Trustees
What is a Google Alert?
What is an automated notification customized to your search criteria? Usually for your area and construction/renovation leads.
What are 3 ways to warm up a call?
What is 3x3 information, shared truth, client voice, hypothesis of need, etc.
What should you review prior to your sales call discovery meeting?
What is the End Use Worksheet.
What does BDA Stand for?
What is Business Development Analyst.
What are two education organizations, from your training, that you can join?
What is A4LE, Center for Green Schools, Flexspace, ACUHO-I, APPA, NSPMA, ASBO, SCUP
What is ZoomInfo used for?
What is a Tool to find direct lines and emails.
What are Key Activities during the Prospecting Stage?
What is Research, Dodge, Hoovers, VPSA Team, Google Searches, Leads, NETWORKING, and SFDC.
Should you bring product in during Sales Call Discovery?
What is NO.
Who is your BDA Marketing Liaison?
Who is Francie Whaley
Public K12 is almost always funded by a combination of what?
What is State, Local, and Federal Governments.
Lets say Francie Whaley is your Facilities Director, but you can't find her number anywhere. How would you put her name into a Google Search?
What is "Francie Whaley" "(706)"
What are common 3x3 pieces of information and what are common Shared Truths in Education?
What is 3x3: #of schools, part of a GPO, Education Trade Shows, Dodge Leads/Upcoming projects, etc
Shared truths: Budget, performance, maintenance, Quick Ship, etc
What is it important to do during Sales Call Discovery?
What is learning and listening.
In order for your BDA to prospect effectively, what is one tool that is extremely important?
What is an AMs Google Calendar
What are THREE K12 Buyer Personas?
What is Maintenance Director, Director of Capital Planning, Purchasing, Director of Operations, Director of Facilities, Physical Plant Managers, Custodian, Principal, Superintendent, Assistant Superintendent, COO, School Board, Teachers, and Parents
What is a Leads Source that all BDAs have access to?
What is Dodge.
Why is it important for you (Account Manager) to go through the Understanding the Client Stage of SPPM?
What is it shows the Customer that you've taken the time to research and learn about their business. You aren't there to talk about yourself, you're there to learn more about them and their challenges.
What should you bring with you during Sales Call Discovery?
What is ONLY BRING A PEN AND PAPER.
Why partner with your BDA?
What is BDA's have networking and prospecting tools that help identify and contact the decision makers. BDAs can set appointments directly with strategic targets based on the AM's schedule. BDAs are not distracted by all the noise that AMs have. Accept in their own words)
In higher education, aside from prospecting facilities/operations, what is one area/department that is commonly overlooked as an opportunity?
What is Student Housing
What is a tool that that can help with relationship mapping?
What is Dodge Analytics.
What is a new tool that BDA's are providing with more in depth information on the client?
What is an End Use Worksheet with preliminary data?
Why is it important to the client that you've done your research and pre-call planning prior to the meeting?
What is ...Displaying knowledge and understanding of the client that makes you are a valuable resource and not just a vendor.