MQLs
What does MAL stand for
What is Marketing Accepted Lead
What is the correct process if you receive a Find Out More or Live Chat
Authority and Need are assumed. No touchplan needs to be started and immediately create an SQL to be routed to a Direct Rep
What is different in the introductory email for the Direct Rep and the Prospect if it comes from an Inbound Rep vs an Outbound Rep
Outbound Rep has to set a specific appointment time and inbound does not.
Hoovers is owned by ___
What is Dun and Bradstreet
What does LSAD stand for
Last Sales Activity Date
How are MQLs routed to Inbound Reps
All MQLs are routed via Round Robin
In order to "exhaust" your touchplan, you must make ___ Touches over ___ Contacts for ___ total touches
5 touches across 3 contacts for 15 total touches
when can you re-engage a lead from Marketing Nurture that is not under a different reps name
After 90 days
In North America accounts, you validate the NAICS code. In EMEA you use what alternative code
What is SIC
What are the Quick Click Icons available on the Contacts tab?
Phone Call, E-mail, Linkedin InMail
When claiming a lead, the next step after filling out the BDR fields.
What is logging a task.
What does ANUM stand for and what are you required to collect
Authority, Need, Urgency Money - Only Authority and Need are required
When does an Outbound Rep get credit for an SQL
After the meeting has taken place
What e-mail do you use to log into Hoovers
@Oracle.com
What are the reasons an AE would send back a SQL?
No Business Need, Lack of commitment, Non-responsive, Lack of communication to a next step, No Authority
What is the difference between Lead Status: Disqualified and Lead Status: Lead Lost
Lead Lost = Contact opted out of sales cycle (they dont want)
Lead Disqualified = The lead is not a good fit (we dont want)
how long does the traditional touchplan last?
30 days
Your outbound activity created an MQL. How many touches do you need to have recorded in order to keep that lead in your name
You must have 4 touches recorded in the past 30 days
What is the Annual Revenue Threshold that determines if an SQL is routed to an AE vs. RSM
Less than 30M - AE
30M+ - RSM
How long will a newly created lead sit with empty LSAD before it is automatically routed to the BDR team?
48 hours.
Prior to reaching out to an MQL, after the firmographic has been validated - what should the Inbound check before actually calling the contact?
Check the time zone
Inbound BDR KPIs are
40% - SQL Goal - 80
30% - New Business ARR Goal - $2.5M
30% - Soft Skills
How is LSAD on a TAL record updated?
It is updated by the rep on the record, regardless of the BDR putting touches on it.
You are speaking with a prospect that references Annual Revenue is 45M but when you check in Hoovers, it is listed as 12M. What is the correct amount to list in NSCORP
12M - Hoovers is the ULTIMATE source of Truth!
There is another task on the record that a previous BDR had been working. Do I log a new task?
If the task was created <90 days ago, do not log a new task
If the task was created > 90 days ago, log a new task