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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 (...

What is a power hour? Each week we'll be carving out an hour to focus on pipeline building! This is to keep us focused on continued pipeline growth, and come together as a revenue team to work through objections, challenges, and celebrate wins. Everyone is we...

When routing a lead to the correct AE, make sure you are confirming the company HQ and their total # of employees.Routing is determined based off of HQ, and segment (Growth vs. Strategic). - Strategic: total # employees 60+- Growth: total # employees 10-59- "S...