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Strategic Onboarding Dashboard

Use the TSM Cases Dashboard to monitor and update cases A situation requires assistance from TSM CSM creates Technical Support case on client SFDC account If consult by TSM is needed, include “Consulting” in the “Problem Type” selection field, a...

Why As a team, we have a goal of three business reviews each week. In order to track the number of business reviews completed, we need to have that information in Salesforce.  A report is in Salesforce that looks for events with “Business Review” as the su...

Notifications of new client will come through the #sales-cs-handoff channel The AE will @ mention the CSM who own's the account through the sales-cs-handoff channel workflow The CSM will reply in the thread of the workflow that they have scheduled a ...

it@efilecabinet.com is the docusign account under which the production integration is managed. The password is in last pass and Quinn and Bryce at the very least should have the password on hand, though you will probably need to bug someone in IT because it@e...

Track which accounts do and do not have a Kickoff call by comparing these reports on the Strategic Onboarding Dashboard  Accl/Transformation Strategic Accounts Kickoff Call Scheduled

You can manage your own Barracuda settings and block or allow quarantined messages. To do this please follow the instructions below: Find an email from Barracuda about quarantined email (search for "Defense Quarantine") and click on the link that says "Mana...

Setting up Okta Go to the Admin Dashboard and create an app integration. Select SAML 2.0 Have the fields match as to what is shown in the below screenshots for the Configure SAML section Keep in mind that the Single-sign on URL will be dependent ...

Note; this method has been tested when using the Google Workspace Sync tool to sync Google with Outlook. Go to Options, then the ". . ." menu.  Select the "From" field. This allows you to see the "From" dropdown when you are composing an email....

We use TalentLMS for internal training. Some of our courses are created in-house and come courses are created by TalentLMS. Generally, the course library that TalentLMS provides has good content but the format of their quizzes can be problematic if you are not...

What is a Quality Prospect Conversation? The purpose of a QPC is to effectively schedule the first AE sales call (discovery/ alignment) and sell the value of the next step. Benefits of the framework: identifying whether or not the call/ connect was a quality...

Session Deck Quality Prospect Calls Framework

Capture & Follow Up Conversational Qualification Objection Handling Identifying Pain

SQL Scorecard Qualification Criteria Meaning What We’re Looking For Path to Authority Is the person joining the first sales call on the buying committee? (RACI chart) For outbound, did your discussion qualify the contact w...

Need Understanding what prospect is looking for and WHY? Tell me more about… What solutions are you looking for?  What problems/pain points are you trying to solve? What features are a priority for you and why? What are your top priorities in a solut...

Lead Scoring The main objective of lead scoring is to help the Sales team prioritize leads that are showing higher buying intent signals. Focus on the right accounts. Rebuild your funnel.  This is accomplished by a combination of a Lead Grade and a Lead ...

Table of Contents Lead Flow Overview Lead Status Values Open - Not Contacted Marketing - Qualified Sales - Contacting Engaged Sales - Qualified Recycling (+ Sub-Reasons) Rejected (+ Sub-Reasons) Converted   Lead Process Update - Guide This gui...

SQL Process Authority to Evaluate Authority - Notes Buyer Discovery Stage Estimated Timeframe to Evaluate Primary (& Secondary) Needs Needs - Notes Current DMS SQL Info At-A-Glance SQL Process Sales - Qualified indicates a lead that has been vett...

Inbound Routing All inbound leads are scored and routed to the inbound BDR team through a round robin. This includes all leads in both the growth and strategic segments, and in all HQ locations. Outbound Routing Outbound BDRs work out of their territory (...