B2B Onboarding Call Profile Preparation

B2B Onboarding Profile Prep

Prep is Everything!

Key things to remember:

1. How the member’s profile is prepared can make or break their first impression!

2. A fully prepped profile ensures the customer immediately sees the value and return on their investment.

3. The more confident the Company is in your understanding of their needs, the more likely they are to be excited about beginning to engage with the Advisors you pre-select.

4. Do your research! The more you know about the Company, the better the experience!

5. Do your best to prep the day before the call, then read through what you prepped right before the call.

6. Be camera-ready! Some Company Members may want to video chat as well and we want to always be ready to exceed their expectations!

Company Profile Research Resources

1. Look in the calendar invitation to see if there are any attachments submitted by the Board Owner.

2. Go to the B2B Sales Dropbox to listen to the Sales Call with the Business Consultant.

   1. Take notes on the following:

      1. What does the Board Owner emphasize during the call?

      2. What challenges are the company facing that brought them to AdvisoryCloud?

      3. How much information did the Board Owner share during the sales call?

         1. Do they seem to be in the startup stage, therefore may need more concierge service?

         2. Is their company already established and operational?

      4. What are they looking for in Advisors?

      5. What are their Company’s goals?

3. Look for the Company Website in Salesforce. If there is not one present, then find the member’s LinkedIn that is linked to that account or conduct a Google Search.

   1. IMPORTANT NOTE: Input the Company Website into Salesforce for future reference.

   2. Verify it is the correct company by reviewing the About Us section on the website.

4. Look for the Board Owner’s LinkedIn profile in Salesforce. If there isn’t one present, search for the Company’s Name on LinkedIn and look for the member with the same name as the Full Name in Salesforce.

5. Look for Inbound emails (Cases) from the Company with attachments.

6. Look at the following Salesforce fields in the B2B Member Onboarding Section to gain more insight:

   1. B2B Company Stage - The stage the company is currently in.

   2. B2B Company Industry - The industry the company is in.

   3. B2B Advisor Interests - The areas of expertise the Company is looking for in an Advisor.

Elements of a Company Profile

1. Company Overview Page - This is the first page Advisors see prior to requesting to join the company’s Advisory Board.

   1. Example

2. Account Settings - This is where you will upload the Board Owner and their Company’s Profile information.

   1. Board Owner’s Headshot

   2. Company Logo

   3. Company Website

   4. Company Name - Used for internal purposes

      1. Ie - These will be different if we have a company that would like to remain anonymous to their Advisory Board.

   5. Company Display Name - Public-Facing Purposes

   6. Number of Employees

   7. Industry Tags - The applicable Industries the Company identifies with

   8. Desired Skills - The skills the company is looking for in Advisor.

   9. Benefits - Perks

   10. Board Owner Name

   11. Board Owner Title

3. Welcome Letter - This letter goes out to Advisors who have requested to join their Advisory Board or been have been invited by a Company Member.

4. First Company Update - This will be where the Company gives a high-level overview of the challenges they are facing and their specific short-term goals.

5. First Company Question - The specific questions the Company wants to pose to their Advisors.

Click here to view: Checklist - Follow B2B Member Services - Account Manager (AM) Checklists. AM OB Prep

Click here to view complete doc: B2B Onboarding Profile Prep