Steer a Cold Call

You hop on a call and they pick up what do you next?

You get the insider tip that Thursday afternoons is the best time to reach the head of marketing. You ring, she answers. After a quick intro, she expressed concerns about the platform's ability to integrate with their existing marketing software.

Prioritizing Leads

Review your leads list and prioritize

After doing some prospecting you identify a list of 50 e-commerce companies that would be great potential customers.

Researching New Prospects

Find and identify new potential leads

As an SDR at Desygner, your job is to expand the customer base primarily by identifying new potential customers and generating new opportunities (booked demos) for our Account Executives. Your goal for the month is to generate 20 x new booked demos for our Enterprise Account Executives so they can help convert them into customers.

Getting to the decision maker

Identify the best profile to reach the decision-maker

You're responsible for generating opportunities and setting up product demos with potential customers. To do so, you need to identify the right person. For Desygner this person is normally the Chief Marketing Officer.

Outreach Strategy

Consider the most effective outreach strategy

Now that you’ve decided what company to go after first. You must decide what approach to take next. You have a target of landing 20 x demos over the next month.

Perfect your pitch

Convey and convince using your sales skills.

As an SDR at Desygner, you will be responsible to have numerous video calls with prospects to present and pitch our value proposition. The way you present and communicate the value proposition is key o your success

Close a deal

Decide your approach with a CMO for the discovery and demo process

You have a hot lead for a new deal that could be worth $80,000.

Upsell an enterprise client

A client's team in going into hyper growth. Get ready to upsell them.

After reviewing an existing account, you learn that their team has grown substantially. This is an opportunity for you to upsell.

Targeting Prospects

Identify new business opportunities and create sales strategies to target these prospects

You’re juggling a large lead generation process for the West Coast region of the US.

Perfect your pitch

Convey and convince using your sales skills.

As an Enterprise Account Executive for Desygner, you will be responsible to have numerous video calls with prospects to present and pitch our value proposition.

Client Relationship Management

Provide exceptional customer service and maintain a high level of customer satisfaction

After six months of conversations, a CMO at a large marketing agency decides to purchase 100 licenses for his team. They are two weeks into using the product to help develop a high-profile pitch for a client.

Targeting Prospects

Identify new business opportunities and create sales strategies to target these prospects

You’re juggling a large lead generation process for the West Coast region of the US.

Perfect your pitch

Convey and convince using your sales skills.

As an Enterprise Account Executive for Desygner, you will be responsible to have numerous video calls with prospects to present and pitch our value proposition.

Upsell an enterprise client

A client's team in going into hyper growth. Get ready to upsell them.

After reviewing an existing account, you learn that their team has grown substantially. This is an opportunity for you to upsell.

Close a deal

Decide your approach with a CMO for the discovery and demo process

You have a hot lead for a new deal that could be worth $80,000.

Client Relationship Management

Provide exceptional customer service and maintain a high level of customer satisfaction

After six months of conversations, a CMO at a large marketing agency decides to purchase 100 licenses for his team. They are two weeks into using the product to help develop a high-profile pitch for a client.

Upsell Client

Identify the best way to upsell a current client

After speaking with your client, you learn their team is growing from 5 to 10.

Proactive Sales Funnel Management

Understanding how to strategically prioritize reach out to the right clients to optimize for conversion and hitting quotas.

Congrats, you’ve been pounding the pavement developing relationships with many prospects. You’ve made some good headway and now need to identify the top companies to focus on to optimize your chances to convert and hit your quota. You open up your CRM system and review the below data.

Targeting Prospects

Identify new business opportunities and create sales strategies to target these prospects

You’re juggling a large lead generation process for the West Coast region of the US.

Cultivating Relationships

Grow and impress your partner relationships

You are reviewing a quarterly engagement dashboard to see how one of your higher ed clients compares to a power user. You notice a few opportunities for them to get more out of your LMS product in a few subject areas.

Synthesizing Data and Insights

Use a survey to communicate impact

You receive an end of year feedback report from your key customers. It's your job to make the data actionable to professors.

Technical Troubleshooting

Help a partner out in a tense moment

One of your largest clients is a public university in Texas. You’re in the middle of Fall midterm season.

Build a data report

Create a report to send the team using engagement data

In this role, you will be looking and analyzing data to track the health of the product and help the team make decisions.

Identify Problematic Drivers

Review and driver engagement report and act

Your team wants to know who are the low-engaged drivers to reach out to in hopes of turning their behavior around.

Respond to driver feedback

Help a driver on the move

Congrats! You're a Customer Success Associate at Ivee. Drivers are at the center of our business, it's your job to vet and manage new driver applications..Communicating with drivers can be tricky as they are on the move while you message them.

Use Data to Vet New Drivers

Review new driver applications to sign-on new drivers

Congrats! You're a Operations and Data Analyst at Ivee. Drivers are at the center of the business, it's your job to vet and manage new driver applications every day. You receive a daily report on newly applied members to decide who is qualified.

Industry Trends and Insights

Surface insights to reinforce your Pearl's benefits

A new report in your headquarters of Charlotte, NC comes out with some breaking news around new regulations.

Physician Relationship Management

Respond to a upset physician

After three months of conversations with a physician of a very large practice, a physician agreed to pilot the Pearl Health. This practice manages over 500 patients across all the physicians and is desperate to create a more efficient way to manage their patient care.

Proactive Funnel Management

Prioritize your physician reach before the year's end

You’re juggling a large lead generation process with a goal of converting 20 new physicians by the end of the quarter. You’re getting close to the end of the quarter and open up your dashboard to review your prospects.

Be the Voice of the Customer

Work closely with the Product team to share feature ideas, customer feedback and estimates around potential impact.

The Product team owns the product strategy and makes data-driven decisions on what should be built and why.

Identifying Delighted Customers for the Marketing Team

Work with the marketing and customer success symbiotically for growth

Good customer feedback should not be kept to yourself! When marketing and customer success work symbiotically, it can drive significant revenue growth.

Aligning Sales and Customer Success for a United Front

Solve a customer mis-aligned request

A new customer just completed onboarding. They are extremely excited about the product and raved about their experience working with the AE at your company.

Create 1-pager to Align Stakeholders

Leverage the below format to create a 1-pager to send to the key stakeholders

Leverage the below format to create a 1-pager to send to the key stakeholders to articulate the

Relay Data findings to team

Identify which cross-functional partners are most critical to relay this data to

Identify which cross-functional partners are most critical to relay this data to

CS_Validate Data to resolve an issue

Identify which piece of data is critical

Based on the above, you need to connect with your data and analytics team to gather and validate the facts before reaching out to cross-functional team members. Take a look at the below data sets and choose the single most important data piece to share

Identifying Success Metrics Outbound Messages

Measure the success of your outbound message geared at upselliing

Select all the relevant metrics you would use to measure the success of the outbound campaign

Craft Proactive Upselling Messages

Now that you now who you are reaching out to it’s time to craft the message. Use the below incentive to craft a outbound message to the customer:

Prioritize Customer Segments forReachout

Use your CRM system to prioritize reaching out

Based on the below data in your CRM system, who would you prioritize reaching out to first.

Coaching a Creator

Guide a rising star creator

Suzy J. is a rising star in the professional development world. Suzy has an audience of about 300K and was really excited to work with Authoritive to build up the business aspect of their work.

Identifying an Intervention Opportunity

Pinpoint which customers to proactively intervene with

As part of your job as a Customer Success Associate, you will need to strategically and proactively identify creators who would benefit from an intervention.

Identifying a Growth Opportunity

Analyze data to pinpoint which customer have growth opportunities

As part of your job as a Customer Success Associate, you will need to strategically and proactively identify growth opportunities for creators.

Strategic Prioritization

Rank and prioritize a list of customers based on their profile and data

You're a Customer Success Associate at Authoritive and you receive a monthly report. Look at the report and decide the order in which you would reach out to the creators.

Respond to Angry Customer

practice managing relationships with customers

You receive an email from a customer who has had their product for 9 months and has been regularly using it 2+ times a week. They’ve decided they no longer want their subscription and in addition, are insisting they need to return the product for a full refund because they’re moving and don’t want to take it with them.

Solving Implementation Roadblocks

It’s time to build the implementation plan to onboard the customer by breaking down the specific tasks to ensure they are set up for success.

Congrats, the onboarding kickoff call went great! The team is engaged and excited but you may lose momentum...

Create a Kickoff Agenda

Set the tone for your relationship with your first client

You have a kickoff call with the new account coming up...

New client sales handoff

The sales team has sold your software to a new client has brought. With any handoff, you want to make sure it's easy and seamless for the client.

Congratulations! You've just been given your first client account.

Creating Insights Using Data

Decide how to build and argument to convince a customer to renew their contract

A district is going back and forth on renewing Goalbook for the following school year.

Using Data to Influence

Convince district stakeholders by reading and interpreting an impact report

It’s close to the end of the school year and the largest district on your caseload wants an impact report.

Leveraging Data to Take Action

Read and interpret data from a report on how teachers used your product.

After three years of conversations with the sales team, a very large school district has decided to run a pilot with Goalbook!