After a discovery call, the following fields must be updated or added to if previously blank:
|
Field Name
|
Description |
|---|---|
|
Deal Stage |
This should be set to “SAL - Discovery/Education/Demo” |
| Accounting ERP Software | This should be set to the appropriate ERP software that the prospect is using. It might not be known at the time of SQL creation so it should be set to “Unknown” until the ERP system is identified. |
| Other Technologies | This should be set to the appropriate system of record or accounting software that is NOT an ERP (Magento, Quickbooks, etc.) |
| Close Date | This should be set to 10-30 days from today’s date but updated after each appropriate engagement with the prospect. |
| Annual Revenue | As soon as the AE knows the company’s annual revenue, they should add the figure into this field (the annual revenue field in the deal object will automatically update the annual revenue field in the company object). |
| Next Step | This must be filled out to explain when the demo is scheduled or any other next step that is appropriate. The format should follow “Next Step Date - activity details”. For example, this would be shown as “10/15/20 - call with CFO for product demo”. |
| ERP Rep | Fill this field when there is one and if they’re willing to share throughout the stages from SQL to Closed-Won/Closed-Lost. For example, if the prospect uses Netsuite, the Netsuite account manager is named John Smith. |
| ERP VAR | Fill this field when there is one and if they’re willing to share throughout the stages from SQL to Closed-Won/Closed-Lost. For example, if the prospect company uses Netsuite, the Netsuite Value Added Reseller is named Blu Banyan (Value Added Resellers implement, support, and maintain Netsuite environment for their customers). |
| Product Modules | Select the applicable product modules in the HubSpot deal field from the dropdown and tie the modules with their pain points, update the modules after each meeting if it changes. |
| Closing Confidence |
AEs select the confidence level per deal representing their confidence in closing in the same quarter. |