Role & Responsibilities
The engage stage
What stage are MIRs responsible for in the Inbound flywheel?
LinkedIn profile, LinkedIn activity & Salesforce profile
Where do MIRs look when researching information about prospects?
Goals, Plans, Challenges & Timeline
What does GPCT stand for?
Cadences
What is a rhythmic sequence of emails in Salesloft?
Introduction, GPCT, Value Proposition & Call to action
What structure should MIRs follow when calling?
Resilience, Communication, Success-driven & Curious
What competencies should you have as an MIR?
Decision maker, champion, influencer and gatekeeper
What are the four main types of buyer personas that MIRs could interact with?
Awareness, Consideration & Deicison
What are the 3 stages of the buyer's journey?
Introduction, Personalisation & Call to action
What structure should MIRs follow when writing emails?
Pause. Share empathy. Ask them to elaborate.
How should MIRs handle objections?
40
How many calls at minimum should MIRs make on a daily basis?
Work expands to fill the time available for its completion
What is Parkinson's law?
"How do you envision implementing a solution to address your needs?"
As part of the GPCT framework, what is an example of a question to find out a prospect's plans?
6 words
Paraphrasing, Reflecting, Asking Clarifying Questions and Summarising
What are the 4 main active listening techniques?
50 & 37
How many meetings should MIRs book and complete on a monthly basis?
What do they sell? What industry are they in? What are their industry trends?
What questions should MIRs aim to answer while researching accounts?
130k & 6k
What is the number of total leads generated by Similarweb & how many leads are routed to MIR?
Make it easy & make it clear
How should MIRs position the CTA in an email?
"Similarweb improves your website's ranking"
What is an example of solution selling?
1: 6 & 3
2: 15 & 10
3: 20 & 15
What are MIR ramp KPIs?
"I've noticed that your company is expanding to the APAC region"
What is an example of a news personalisation trigger?
2 hours
What is the SLA target for hard & soft MQLs?
Why are we reaching out? What can we offer? What do we want them to do?
What are the questions that help to guide emailing structure
GAP
What sales methodology do MIRs follow to look at the full scope of a prospect's problem?