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Admins & Chargebee- Freshdesk, Freshservice - Current plan,MRR,discount%,add-on info,agent count,last login/activity vs perm agent, occasional agents vs full time, ticket count, portals
Customer Account URL - Customisation, Domain mapping, KBase strength.
Support Portal - tickets - count, open/pending, stakeholder
Natero - Activity Score, CSM, Health Score, CSM comms, Agent count trends, Next Renewal Date
Sisense
Zoom Meetings - paid accounts
Google Calendar
Datanyze/Linkedin
Diff Funcs - CSM, Presales, Support, Billing, Bizops, Deals desk.
1) Research - Recent Convos, Tickets, CSM influences, Billing team comm(renewals), old hunter conversations, Company news, Tools being used(Datanyze/SimilarWeb/BuiltWith), What kind of Business Vertical(Online/Offline,etc)
2) Stakeholder ID - Email or Phone(Diff Styles)
3) Call flow(Account Reviews) - Rapport building - Linkedin Connect
What to talk about -
-> What function?
-> How has Freshdesk been working for them? Any issues
-> Pre-Freshdesk scenario/goals met
-> Goals for current year(if been using for more than 6 months)
-> Product Updates(be ready - like bots/ML-AI)
-> Company Updates - confidence in FW
-> Upsell pitch/Cross Sell pitch(if clear).
-> Final call to action - demo/next steps.
Obj Handling - https://www.saleshacker.com/10-tips-negotiation-objection/ ; https://blog.hubspot.com/sales/handling-common-sales-objections ; http://blog.close.io/10-objection-handling-techniques-every-b2b-salesperson-should-know ; https://www.salesforce.com/blog/2013/03/6-techniques-for-effective-objection-handling.html
Discovery - Product fit conversations, how to probe for any product
CRM Adherence - Deal creation for Upsell/Cross-sell(cloning, mandatory fields to mark, pipeline projection)
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