Lecture 8

Question 1

What is a Cadence

Answer 1

Set up steps of calls, emails, LinkedIn, which are proven to result in the best outcome for generating a meeting.

Question 2

What is the BANT Method?

Answer 2

Is a BUDGET approved for the project, who has AUTHORITY to make the decision, what is their NEED for a solution, what is the TIMELINE for a decision.

Question 3

BDR Introduction:

Answer 3

Helps create the top of the funnel for sales pipeline and is integral to a companies sales growth, works with regional sales director to generate engagement with target accounts that turn into new business, books meetings for Tier 1 account teams with target accounts.

Question 4

Getting the right data attributes (CAPS):

Answer 4

Firmographic data (# of locations, # of employees, revenue, etc.), other relevant data (customers served, price sensitivity etc.)

Question 5

Sales Ops Reporting:

Answer 5

Used for individual and team management, used by C-suite members for communication to the board and others on the health of their business.