Basics
SDRs are never allowed to manually tag themselves as this on any Opportunity
SR Owner
The standard length of Lead & Contact Protection once someone has touched them.
What is 30 days?
Failing to dedupe properly before engaging a Lead puts an SDR at risk of this outcome with another rep.
What is a Toe-Step?
The percentage of ACV a Verified Duplicate product line must make up of the subsequent opportunity.
What is at least 50%?
Before creating an opportunity, this field must first be updated on the Lead record.
What are SIC code, HQ address, and employee count?
The three "Input" metrics that make up an SDR's Input Score.
What are Calls, Stage 1 Accounts, and Stage 2 Accounts?
SDRs must NEVER do this to Leads for Current Customer Accounts, or they lose touch.
What is archive them?
The window within which an SDR must Chatter a peer with valid touch after creating an Opportunity from a Chat/800.
What is 90 minutes?
The name for an opportunity in the same L2 product line as an SDR-created opportunity, used to justify SRO credit. ($400)
What is a Verified Duplicate?
The 4 AE types that can own Opportunities, one per LOB.
What are Core AE, Digital AE, Mulesoft AE, and Tableau AE?
The activity tag an SDR must log to justify working a lead generated via referral from a peer, coworker, or friend.
What is #Bluebird?
This applies to the entire Account for 30 days after an SDR opp deads out, regardless of whether it was New Business or Current Customer.
What is Dead Opp Protection?
Protection starts on the first day of activity and lasts this long, expiring on this exact timing.
What is 30 days, expiring 30 days after the activity (lasting the entire day it starts)?
When an SDR has credit via NB or CC rules, their protection extends to new opps of the same L2 as this.
What is the Bridge Opportunity?
The AE who owns all Slack Flips, regardless of Segment. ($200)
What is the Core Account Executive?
The Performance Score weighting split between TRXa and ACV$.
What is 30% TRXa / 70% ACV$?
These are the 3 pieces of info in the "2/3rds Rule" a Lead must be passed if 2 of these 3 match a worked lead.
What is the 2/3rds rule?
For ENTR/Strat leads without a BDR on the Account Team, an SDR should convert the lead into this and change the converted status to what? ($200)
What is convert into the Account and set status to Contact - Did Not Connect?
The one product exception where cross-cloud allocation and industry clouds still count as the same L2.
What is Sales Cloud?
Where a Lead evaluating for an unrelated personal business should be routed.
What is SBE AE queue?
The per-deal cap on ACV$ attainment credit.
What is $35K per deal?
The FTE and product condition required before an SDR can pipe Qualified onto an Opportunity.
What is >150 FTE with active Sales Cloud licenses (or Qualified included on the same opportunity)?
When passing a Non-AMER lead (HQ outside US/Canada), the SDR changes this field and checks this box.
What is the two-digit Country Code, checking "Assign using Active Assignment Rule"?
The tag for Team credit on a verified-duplicate AE opp opened within 30 days of the SDR's NB Opp closing.
What is #SR_Team_NB_Rule2?
The three status/notes/ownership changes an SDR must make once leadership confirms a lead is fraud. ($600)
What are changing status to Archived – Bad Number/Bad Email, adding #FraudLikely to SDR Notes, and reassigning ownership to @Brendan McCulloch