As a BDR, your job is to get prospects onto the AEs’ calendars. Then, properly hand them off to the AE post-demo!

PRE DEMO

VIDEO EXPLAINATION

When a prospect books, there are multiple steps that need to be taken pre-demo. If you have not had prior communications with this prospect, they will likely have to be qualified (to be sure they are a real person above to 25 property threshold).

1. Qualification
   1. Verify Website
   2. Verify Property count
   3. Search for PMS
2. Add a Pre-Demo Note in Hubs
   1. Got to Notes
   2. Add Note
   3. #Demo BDR note
   4. @ the AE on the demo & complete the fields
3. Add yourself to the demo
   1. Find on AE’s calendar
   2. Click Edit
   3. Search & add your name under attendees & hit ‘Send’

POST DEMO & Deal Creation

VIDEO EXPLAINATION Pt. I , PART II

1. Create Deal —> see video
2. Update Owner, Lead Status & Lifecycle Stages of both associated contact & company
   1. Owner —> AE
   2. Lead Status —> Open Deal
   3. Lifecycle Stage —> Opportunity
3. Unenroll from any sequences, and cease communication. This prospect is now in the hands of the AE