Process Owner: Alex Bauer
Last Updated: December 2023
SOP Linked: HERE
Process For Qualifying Leads
A partner introed you to a new lead, now what?
Check if the company domain, lead name, email, opportunity, or account is already in Salesforce being worked:
If the lead is already being worked (in the past 30 days), please notify in #bizdev slack with the Sales Dev Rep
Add lead into Salesforce
Use Salesforce <> Gmail Integration or add directly in Salesforce
Check if the lead is qualified
Does it fit our Ideal Client Profile? (See right)
Do they fall within the industries we service?
CBD & Rehab = DQ
If a brand is under $2m in annual revenue and you’re unable to find funding information/partner doesn’t provide, but checks all of the boxes and seems like a viable opportunity, please schedule a vetting call OR share following questions (below) before booking.
If it’s determined the lead is not qualified, set the stage as Not Qualified.
If the company is an ICP fit but doesn’t have the budget right now or is waiting on funding, move lead to Nurture (see steps here.)
Other information to gather from the partner and/or Qs to ask the introed brand POC:
Please briefly describe the current state of your digital marketing that has led you to explore other partners.
Are there specific marketing channels you are interested in?
What are your expected monthly media budgets? (a ballpark is fine)
What was your revenue for 2022?
Have you received any funding?
What is your timeline for getting started with a new partner?
The lead looks qualified (NICE!) now what?
Determine which rep the opportunity will be assigned to
Check the Round Robin Assignment Sheet Enterprise/Core+Growth Tabs - whoever is not highlighted in green is next (based on B2C/B2B and Annual Revenue criteria)
Note: ALL PR (Covet) opportunities to be assigned to Paige and Pat (larger opps add Lauren Flanagan or Victoria Soto)
All B2B goes to Matt Levitt
All Fashion goes to Ben Rogers
Respond to introduction
Ideal response time = 15 minutes (calls/meetings happen, we get it!) - rule of thumb is to respond same day
First response template (sample)
Thank you for the kind introduction {{PARTNER}}! Moving you to BCC to spare your inbox :)
Hi XXX,
It's great to e-meet you! We'd love to schedule a call to share more on Power Digital's capabilities a well as our relevant client experience helping brands like {{insert relevant clients}}, among others scale revenue and brand lift.
Please find some availability below:
{{Insert rep's availability}}
Looking forward to hearing back from you! Thanks!
Add POC on LinkedIn
If no response:
Follow-up Cadence = 6 follow-up emails after first response, 2 phone calls over 2-3 week period (every 2-3 days)
Nudge partner after 2 follow-ups
Once POC responds to book the call
See next section for details
The POC confirmed a date/time for a discovery call 🎉
Next steps:
Create & share calendar invite with POC and sales rep
COMPANY NAME <> Power Digital Introduction
Convert the lead in Salesforce (see video here)
Create a Discovery Call in nova - add notes in for rep]
app.novapower.io >> Appraisals & Forecasts >> Create New >> Discovery Call
Share detailed background with Sales rep(s) via Slack with nova Disco Call and Salesforce Opp links
Samples here
Follow-up with reps after the call to update the partner on next steps