Prospecting
Check for: Current Client, Open Opportunity, Open Future Task
What is Decision to Pursue?
Create follow up tasks here
What is Salesforce?
8:00am, 12:00pm, 3:00pm
What times must you check your leads?
You must change the date in these two places when a demo is rescheduled
What is the opportunity and the task?
No longer with the Organization
What do you check when a contact leaves the entity?
Connected Calls, Replies to emails, Previous Demos
What is past activity to look for on an account?
Do NOT create follow up tasks here
What is SalesLoft?
10 minutes and 24 hours
What is the SLA for leads?
This is the best time to schedule a demo
What is ASAP?
Received from Marketing
What do you check to let marketing know we are working on a lead?
Look here for previous activity
What is the account view?
The cadence linked in the marketing email
What cadence do you use for leads?
This is where you must be when a demo is scheduled to begin
What is your desk?
The view you use to create tasks, opportunities, and demos
What is the contact view?
The “Reports” section of the SOP document
Where can you go to find report templates?
Demo-First tasks must be related to this
What is the new opportunity?
Marketing Leads must fall here in your prioritization
What is the highest priority?
This is when no-shows should be added to the reschedule cadence
What is immediately?
Not the right time, no budget, getting ready to retire
What are some examples of what to notate when you choose "No Interest" as the sentiment?
Continuing to call and email the same contact at an account
What is the definition of insanity?
Follow-up tasks default to this, you should change it to be more efficient
What is Sales Call-Follow-up?
Lead Category, Lead Source, Lead Subsource
What must you notate in the opportunity for a marketing lead?
What we send to a prospect in between booking a demo and the scheduled date
What is nuture content?
Put this in the demo notes
What is every single thing you possibly can?