Webinar Live Process

https://docs.google.com/document/d/1n82188PxMoT8Oz7dkMwUdf50kUBlTLoIssZMBWYN2x0/edit#heading=h.7svkx0ve95j4

MondayCRM Principles

• Create the lead first!

  • Whenever you get forwarded an intro, you create the LEAD!

• We use the email system in the CRM and don't use "Gmail" directly

• We operate at an inbox near "0" in the CRM

• Deal pipeline has fields filled in comprehensively

  • Need to allocate time and fill in Lead Source, Industry, Temp Label

• We document why we won or lost deals

• We have a glanceable view of the metrics that matter

  • Update Pipedrive deals and leads with relevant indicating information for dashboard

    • FAQ: How much MRR is in the pipeline

    • FAQ: How much project work is in the pipeline

    • FAQ: How much did we win last month?

    • FAQ: How much did we lose last month?

    • FAQ: How many points did we generate last week?

• We are tracking our target level of activity/points metrics

  • Aim to hit 100 points next week

• All leads always have a "Next Activity"

  • Update Leads through clean-up and sourcing information, then add the next step

• We learn about our prospects before we talk to them

• When you have a phone number, pick up the phone

• All leads have a value (cold, medium, hot)

• All leads have a Source

• We will archive a lead after "No response" from 6 touchpoints (e.g. 4 emails / 2 calls)

• All new leads are touched within 3 hours of receipt

Stride Principles - Applied

• Optimize for outcomes and not for tasks

  • How does this apply to sales:

    • When faced with a negotiation around pricing for services, think about whether or not this is a client that you are confident can be a 5+ year client and we can maximize LTV

    • How are we optimizing for our value props

      • Confidence, low amount of time spent, credible and reliable thought partner

• Wisdom of the group

• Get and stay in sync

• Have and Practice Empathy

  • Love on our referral partners. If someone sends us a referral, let them know they are awesome. Send a Sugarwish. Thank them for identifying the right target of the prospect

  • Thank the partner for understanding and sending the right type of prospect that we best service and do business with

Area of Responsibility Assessment

• Hit Stride Sales Targets

• Quality and cultivate MQL relationships

• Generate sufficient points to achieve SQL's

• Create and present proposals (SOW's)