Prospecting
The standard number of new accounts we should be adding to our BoB every day?
What is 10, 5 BoB and 5 self prospected
This is the tool we use as our main communication hub where every email, task, and call is logged, helping ensure no conversation falls through the cracks
What is Outreach?
I am the 5 main industries in our ICP
Construction
Professional Services
Energy and Utilities
Telecommunications
Transportation
The ideal ratio, out of 100, that we should be focusing on BoB leads vs. Self Prospected leads
What is 70/30
These are the 3 different categories for which a prospect may fit into a sequence
What are general sequences, persona based sequences, and industry based sequences
I care most about booking trends, financial reconciliation, and customized job codes/reporting
Who is Finance?
True or False: Ideally every contact for an account is listed in the same sequence to stay engaged
What is false!
There are 6 main titles that we can use in our self prospecting journey; 2 for Power, and 4 for users and travelers. What are they?
Power: COO, CFO (CEO)
Users: Field/Project Manager, Technician, Finance, Operations/Admin
I have longstanding relationships with hotels that allows me to offer inventory at reduced prices, but I can only give access to folios after I receive them from the hotel
Who is CLC/Corpay?
When self prospecting and finding a good account, this is the process we follow within Outreach
What is add 2-3 contacts and sequence each contact based on role
These 3 outreach priorities immediately follow your "tasks for the day"
What are
Hot call backs
POC’s
Make sure all step one’s have been called by now
I am the feature on ZoomInfo that allows reps to define and target key decision-makers within an organization with multithreading being a key use case
What is the buying committee filter?
This is the lead source tag used when creating a new lead in SalesForce
What is "cold call/email"
Over the last 6 months, these are the 2 persona based sequences that have produced the most opportunities across the sales floor
What are E_AE/SE - Persona - Operations - High Touch - Manual -9/25/24 (220 opps) and E_AE/SE - Persona - Exec/C-Suite - High Touch - Manual - 9/25/24 (209 opps)
The top 5 all round out with Manual/Find POC, with engagement coming every 2-3 days (not every day!)
I am a huge value add for those that want to provide the most seamless check in experience for their crews, but can't only be flipped on if/when direct bill is enabled.
What is incidental coverage?