topic Re: Distributing qualified SQL's for AEs to accept and make them an opportunity in Tips, Tricks & Best Practices

Distributing qualified SQL's for AEs to accept and make them an opportunity

FMontag — Tue, 11 Jul 2023 17:16:29 GMT

Hi all,

what is the best practice for the use case below:

- Our SDR/BDR qualifies inbound leads and after the successful qualification organizes a video call with our AE, BDR, and customer. If the AE accepts the lead then the AE creates a deal in our sales pipeline and BDR receives compensation for a successful conversion from MQL/SQL to Opp.

Is there any way the BDR could already create a deal or similar (not part of the sales forecasting) for the AE too just accept?

Appreciate any feedback and questions.

Best,

Florian

Re: Distributing qualified SQL's for AEs to accept and make them an opportunity

BérangèreL — Wed, 12 Jul 2023 09:10:39 GMT

Hi @FMontag,

Thank you for reaching out to the Community!

I found this solution from @danmoyle on this similar post "Best practice on nurturing outbound leads" that might help you!

I also wanted to invite a couple of subject matter experts to this conversation @HubDoPete, @Josh and @danmoyle: do you have any tips to help @FMontag for this use case please?

Thanks and have a great day!
Bérangère

Re: Distributing qualified SQL's for AEs to accept and make them an opportunity

danmoyle — Wed, 12 Jul 2023 12:34:45 GMT

Hi @FMontag. Thanks for the tag and the share, @BérangèreL 🙂

Florian a question for you. You say you don't want the Deal from the BDR/SDR to be counted in forecasting. Can you tell me more about that?

If you had an early stage, maybe something like "Proposed Prospect" or something you knew was only for the BDR/SDR, which could be moved to the first stage when the AE accepts it, or moved to Closed Lost (with a closed lost reason of "disqualified by AE for reporting purposes), would that help solve for what you need?

Another option would be to have a separate BDR/SDR pipeline with their stages, and once it reaches a late stage you could move it to the AE's pipeline.

Hope that helps spur some ideas!

Re: Distributing qualified SQL's for AEs to accept and make them an opportunity

FMontag — Thu, 13 Jul 2023 07:36:20 GMT

Hi Dan,

thanks for your response and feedback. This makes sense, I have to see what the tracking will look like, as we currently change the lifecycle stage from SQL to OPP when a deal is created.

We might need to change that workflow and create an initial stage as recommended (with a low forecast score) for the SDR to create the deal and the AE needs to take it on to move it to the second stage.

A SDR pipeline also has its perks, but I am afraid that we are building to many pipelines and that it will get messy, as we currently have 1 for our core market, 1 for enterprise, 1 for onboarding...

Best,

Florian

Re: Distributing qualified SQL's for AEs to accept and make them an opportunity

danmoyle — Thu, 13 Jul 2023 14:04:38 GMT

Glad it was helpful to spur ideas, @FMontag 🙂

If you're using that lifecycle stage like that for the Contacts, you could also add Lead Status as an additional layer.

So, when the Contact has a Deal and is now an Opportunity, the Lead Status property could come into play and help track that part of the journey. So you have "new, open, in progress, open deal, unqualified, etc." in there standard. But you could definitely customize that as well.

You have a feww options for sure!