Internal Transfers
What is the name for a meeting that is immediately transferred to a sales executive while still on the phone with a provider?
Live Transfer
Day 2 call 2
Katey, Graham, Laura, Corey
What sub-tab on the opportunity can you find additional information such as marketing campaign and the three extra fields from the join page part 2?
Details
What is the first step when scrubbing a new lead?
Ensure the company name field is filled in and if it's not, copy/paste the name into the company field
Name 2 main reasons an opportunity is passed to the enterprise team.
15+ providers and shared decision making for purchases/marketing
What is the average minutes from inbound speed to lead to conversion goal?
15 minutes or less
How long is the free trial period for practices?
45 days from activation
What field clues you in to where the lead inbounded from?
Marketing Referrer or Marketing Referrer Campaign
What piece of information is added to the opportunity name during lead conversion?
The State Abbreviation
Is the task of taking down a preview profile owned by the iSDR or passed to service?
Owned by the iSDR
What is the inbound reschedule cadence?
Day 1: 1 call, 1 email
Day 2: 1 call, 1 email
Day 3: 1 call, 1 email
What are the 4 ways a provider can inbound?
Organic, Marketing Driven, Service, Direct Line
What two truly result dispositions are used on outbound but NOT used on inbound?
What one truly result disposition is used on inbound but NOT used on outbound?
Value Agreed and Value Agreed Got Callback Time
Live Transfer
What are 3 factors you would consider when reviewing potential duplicate accounts and contacts to determine if they are a match for your lead?
Practice Name, phone number, email, specialty
Name 2 separate reasons an opportunity may be passed to AM by escalating a case on the account in SF.
Swap out providers
Add on providers
Billing questions or issues
Churn request
How many total touches are there in a full inbound cadence? Across how many days?
9 touches across 3 days
Email inbounds and Direct Line Calls (other than thank you page and service transfers)
What are the three extra fields on the join page form 2.
Submitted by, best time to contact, what had you interested in zocdoc
If an existing account is pulled in the duplicate search during lead scrubbing, what are the two items you need to check before getting the green light to pursue a cadence on your opportunity?
Check the "is active practice" field and check the opportunities under the related tab for open opps
What leads are passed over to Kiley, our business development director, and what is the process to pass them?
Marketing directors/third party inbounds on behalf of multiple practices looking to explore a business partnership with Zocdoc.
Slack Colleen the opp link and a brief description of their interest and close out your opp.
Name three valid reasons you may extend cadence (either extra days or extra touches)
specific CBT, provider OOO, gained access and got CBT on 3.2 call, provider has super high intent and it's just been a crossing of paths situation, etc.
What are the four types of email inbounds we receive?
Internal ZD Referral, CRM Reply, EHR Partner/Third Party lead, Service Email
What two types of inbound phone calls already have a record (lead or opp) that exists in salesforce at the time that they call in?
Thank you page calls and service transfers
What are the 3 instances in which you'll close out your opportunity as a duplicate AND the 1 instance in which you'll ask the other rep to close our their opp as a duplicate when you come across another open opportunity in scrubbing?
Close out: If it's an RSE opp in stage 2 or higher, if it's an outbound SDR/SA opp in stage 4 or higher, or if there is another iSDR/iSA opp open
Keep Open/Other rep closes out: If it's an outbound SDR/SA opp in stage 2 or 3