With all the uncertainty around Covid-19, we have developed a process to capture never-before-heard customer requests. Please use this document to help you understand the process.
Fields that need to be updated at all times
$ value (by a t-shirt size). “T-shirt sizing” an opportunity is a way of estimating how much a prospect should be able to spend on GitLab for that transaction (new, add-on, or renewal). It’s a way of shorthanding the size or complexity of the opportunity and is meant as a gut-check based on both data and your experience working with similar opportunities.
Each opportunity created should have a dollar amount in the Incremental ACV field greater than $0 to ensure visibility into pipeline and for forecasting purposes.
Similar to account ranking, the advantage of sizing each opportunity is that it helps you prioritize and allocate the right resources to optimize your iACV/hour. For example, if an opportunity is t-shirt sized larger, you might reach out on a daily basis to schedule the first meeting whereas your communication cadence might be every other day for a smaller sized opportunity. T-shirt sizing also gives you a sense of what resources (technical, leadership, etc.) might be needed to move the opportunity through the pipeline and increase your win rates.
After reading SDR notes, the two key places to look at firmographic information are LinkedIn and Crunchbase. Data points to consider include where the company is located, employee size, as well who the contact is and at what level of the org they live. As an example, you may asses an opportunity in which there are more employees as a larger t shirt size. Remember, this is only an estimate - opportunity amounts can be refined after deeper discovery.
This is what you’re going to learn in this course
How to get each of those required fields
For more details visit the Account Ranking section on the Commercial Sales Handbook page.
Each person writes out a process:
The tougher, non-intro’d scenario:
Make sure that you document all:
Be sure to put in the status of this account in Account Tiering and Tiering Notes so that you can be efficient every time you or another person works on it
When is it Game Over?
GitLab is an organization that is built on contribution and collaboration. These values are not only critical for building a great product, they are critical for building a world class sales team. Each member of the Commercial team is expected to create insider notes in SFDC on accounts and conversations they participate in or currently own. With GitLab being a remote company, it is even more important to create and maintain a culture of great note taking.
Raw Notes Section
Next Steps Section
Login to Salesforce to see where you should add notes. If no opportunity exists, create a note on the Contact level, if an Opportunity exists, create a note on the Opportunity level.
A colleague with a similar skill set should be able to pick up your notes, get an understanding of what’s happened and take action quickly (within 3-5 minutes).
They should be compelling for the future version of you who will read them. If, when you read the next steps, you aren’t motivated to take action at the exact time and day that you prescribe, you should iterate on them. Compelling next steps are specific, concise, actionable and efficient. Please think about our values of transparency, collaboration, efficiency and results.
Next Steps and actions, once completed, will add value to the customer’s GitLab experience and journey. They are impactful.
Example: Vanilla Notes vs Great Notes
A Vanilla Note: “Follow up with Anthony next week.”
Great Note: “Send an email to Anthony (our #1 champion at XYZ Corp) next Tuesday morning at 10 his time to confirm he got sign off from Ryan on Premium: ‘Anthony, did you have a chance to present the ROI slide we created? I’d love to hear feedback on those numbers…’” [RO note: the statement in single quotes should actually be written in your next steps so that you could cut and paste it into and email verbatim.]
This Sales Team takes great notes!