Prospecting and Pokémon
What SDRs do all day - the act of cold calling, and emailing people - just like catching a pokemon, this requires patience and persistence.
What is prospecting?
Who is the founder of Levitate
Who is Jes Lipson
The amount of calls it takes to get a meeting
What does HVAC stand for?
When you connect with a DM - the first statement you make
What is the Hook?
Just as Gym Badges measure a trainer’s progress, these measure an SDR’s success.
What are KPIs or Key Performance Indicators
What year was Levitate founded
What is 2017
This meeting-focused KPI determines whether your scheduled meeting actually happened.
What is Show Rate?
The type of work that involves installing, maintaining, and repairing hvac systems to ensure they function correctly
What is service work?
The first step in the 5 steps
What is Fly Low/Get to the DM
The SDR equivalent of a pokedex
What is a CRM/Coffee?
Who is our Chief Revenue Officer... Where is he from?
Who is Grant Kitching - South Africa
This call focused KPI focuses on how often you get a hold of the person you are calling for
What is connect rate?
What is the time of season where business slows down for HVAC shops called?
What is the shoulder season?
Questions designed to identify pain
Just as a pokemon evolves into a stronger form, what does an SDR become in the next highest role?
What is an AE or Account Executive?
How many customers does Levitate have?
What is 7,400
A newer KPI we recently started tracking - it is used to monitor how long a call was and how much we speak on the phone
What is talk time?
Recurring contracts set up with customers for tune-ups and priority service.
What is a service/maintenance Agreement?
Explains - Who we are, what we do, why they should care.
What is the pitch?
An Ultra Ball boosts your catch rate — just like this type of tailored SDR message boosts booking rates.
What is personalization?
Where did Jes Lipson go to college?
What is Duke University
This KPI is the ultimate measure of an SDR’s success, showing how much potential revenue they’ve sourced.
What is MRR (monthly recurring revenue)
A system that provides both heating and cooling by reversing refrigerant flow.
What is a heat pump?
The final step of the 5 steps
What is roll to close?