AE and BDR processes for sojo on the road

List scrubbin’

Step 1: Tabatha generate a list

Step 2: AE + BDR enrichment

• BDR to verify each columns data integrity (property count, PMS, physical address)
• AE to highlight their top targets aka the prospects the AE will be reaching out to
• AE to highlight top targets they need help with from another AE. For example, Diana is the company owner, but Kelsey is going to be in the market and wants an introduction
• AE to highlight prospects that BDR will be responsible for outreach

CRITICAL - BDRS PROSPECT SPECIFIC REGION (current list only comes from existing companies in hubspot)

Step 3: Carley logistics layer (map, where we should go, etc).

Step 4: kickoff meeting (Carley, Joy, AE, BDR, Kalie)

• review list
• review @Carley McNelly map
• create target prospect/client spreadsheet for BDRs

Pre IPM SOPs

Step 1: BDR Create profile for all targets

Master list: Roadshows JK Master.xlsx

• Property count
• Decision-maker contact information
  • phone number
  • email
• Physical Address