Sales NL CPQ + go-live training X Sunrise - March 11

VIEW RECORDING - 84 mins (No highlights)

@1:00 - Jonathan Riis Gilmartin (sunrise.dk)

You You snuck in. I have a screen here as well.

@1:51 - Milo den Doop (Assessio)

I was like, oh, someone in the room.

@1:54 - Jonathan Riis Gilmartin (sunrise.dk)

Hey, So I'm still trying to finish my lunch. so this is this is the final bit so yeah I finished I finished mine after our talk with Matthias Lippel and Julia and I had to go home in the meantime because I had to pick up my daughter before this training it worked out perfectly I did a little thing I know what you asked Hilde about this I talked with Hilde about this earlier so I did a little thing I wanted to show you because in hospital you can use these deal tags and I thought it I remembered that she mentioned that it was a little difficult to see no if you had a bloom for example it would be good for you you wanted to be able to see that so I did on bloom as well so you can see that the different platform that's attached to the deal basically

I have not done for all platforms. I just did for Bloom and a session platform and I'll do for the other ones as well.

I just noticed it.

@3:08 - Milo den Doop (Assessio)

You did it quite briefly, right? Yeah. Yeah. Takes one minute per deal tag.

@3:13 - Jonathan Riis Gilmartin (sunrise.dk)

You just need to know what to look for. Okay.

@3:19 - Robbert van Driel

Yeah.

@3:20 - Milo den Doop (Assessio)

Because we had a lot of deals in Upsil's pipeline that were for Bloom, but they haven't been transformed with an automated tag for Bloom.

So should we do that manually then? No.

@3:35 - Jonathan Riis Gilmartin (sunrise.dk)

do you have in Upsil's, do we agree that, let me just, we agree that if I need to see all that Bloom related.

So you mean you have a tag for it or is it just a team that you would look at?

Is it both? No.

@4:00 - Milo den Doop (Assessio)

in upsells, you had either access to Bloom or to Assessio. Yeah. These would be all the Bloom deals, right?

Yes, exactly. OK, perfect.

@4:14 - Jonathan Riis Gilmartin (sunrise.dk)

That's good, because I think so. What we did is we manually walk through this to make sure that they were in HubSpot as well.

should be here and they should have a Bloom tag, but I'll double check later after the training session. You shouldn't do anything that's on us to do that.

But what I just did is, this actually doesn't have a Bloom product. is an Assessio product, you know?

@4:44 - Milo den Doop (Assessio)

But that was because Shaketa only had access to Bloom. Ah, OK, fair enough. Yeah, that's the thing you talked, mentioned actually.

@4:53 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, that makes total sense. Talent development. Is this Bloom? Yes. Okay. I just need to add a little extra filter.

can see what that should be. Okay. Because then, ideally, you should see, okay, let's see, transdiff. Let's go back to Hubbot.

We should have that somewhere. Maybe it's not. it's because Jaquita was part of the Bloom team in Opsales, but she's been moved to the NL team in Hubbot.

I remember someone changed at least.

@5:40 - Milo den Doop (Assessio)

Let me just see here. But if I look in my own pipe now, there's a couple of Bloom deals.

If I then click on the quick filter and add platform to it, and select on Bloom by Sessio, then all the Bloom deals disappear.

Yeah, that's a little...

@6:00 - Jonathan Riis Gilmartin (sunrise.dk)

that thing I need still to do. I do it based on the product. Okay. It should be correct because the product on the deal is the one we're looking for, You want to see the ones where you have the blue product on the deal.

let's see if I can find this now. Maybe it's not there, that's fine. But you can see let's take this one.

So here the product category contains, you know, blue in this and that is the tag.

@6:38 - Milo den Doop (Assessio)

So then I have to add a quick filter product category and type in blue. No, no, you can actually do this now.

@6:47 - Jonathan Riis Gilmartin (sunrise.dk)

Let's see. Because I did the tags and the deal tags I actually searchable. So if you want to see, and you can search for platform.

Okay, so you can just use this and now I'm only looking at your keys. That's Maybe doesn't make sense.

Oh, they're trans there is super But let me just see why am I not seeing is that because it's Dean again Is Dean a bloom or not?

Yeah, Dean. is a bit manager for bloom. Ah, that makes sense perfect okay Is there are we if they're more joining the meeting or should we just start now?

I'm just showing you stuff. We can start both.

@7:33 - Milo den Doop (Assessio)

Yeah, the sales meeting. Ah, okay, perfect But it's Dean because the one we are missing basically or anyone else.

@7:39 - Jonathan Riis Gilmartin (sunrise.dk)

We're missing Deena case missing. Yeah Maybe she's joining us. Yeah, well, that's not so start. That's fine. Yeah But I'm well, I guess this is the most experienced hopper group that I've had in a while.

@7:57 - Robbert van Driel

So I mean

@8:00 - Jonathan Riis Gilmartin (sunrise.dk)

He basic training on how to create a contact or company and a deal, or should we skip that part?

@8:06 - Robbert van Driel

Skip it. Okay, we can do all the fun stuff.

@8:12 - Jonathan Riis Gilmartin (sunrise.dk)

No, but I think, I think the reason why I wanted to show, I spoke with Hitler this morning about a couple of things.

And he also mentioned that like, could we not have like a tag or something to show a bloom or I said your platform like the difference.

I think I think you mentioned it to her robot that it was hard to filter. So hopefully that can help a little bit.

You can have both a bloom and ASSU platform product on the same deal. This is something you are not used to know sales.

I think I don't know if you were but. We don't speak about it anymore than I saw the other day.

@8:53 - Milo den Doop (Assessio)

I didn't want it.

@8:57 - Jonathan Riis Gilmartin (sunrise.dk)

If we can during this training, I would love to use.

@9:00 - Milo den Doop (Assessio)

basis, the demo, it just came in as an example on moving it to qualified, because if I'm you click on it here, but if, but what I actually did is move it from here directly to qualified, yes, but the thing, and then if I change the deal on here, it doesn't transform the deal on into company and contact.

No, it does not.

@9:27 - Jonathan Riis Gilmartin (sunrise.dk)

But that's actually because the thing is, we can just talk about this in this group. It's a small group, right?

The thing is, you're missing something here that's called qualification. If I open it up, you can see this one.

So this field here, that's called qualification, you can see. And then some other properties are, you know, pop up.

The thing is, if I put that into, if I put that into the pipeline as a step, everyone who moves to qualify prospect.

have to do it, that doesn't make sense. I think, unfortunately, that doesn't make sense. So the other thing we could do, I mean, I can just click in and go through it, that's fine.

@10:16 - Milo den Doop (Assessio)

Yeah, but I mean, it's one click more, right?

@10:20 - Jonathan Riis Gilmartin (sunrise.dk)

So it's of course annoying. The other thing is, of course, if we have, and now we just talk with Germany, right?

Too many fields in these steps will confuse people. So are you okay with clicking in or doing it like that?

Or because I can try to see what other things I do? It's the least of the problems.

@10:42 - Milo den Doop (Assessio)

Okay, perfect. It's just a fun MQL that came in because it was an MQL last year, then she didn't respond at all.

And then I called her and then she was like, yes, I won the meeting. And then I rescheduled. and she didn't she didn't accept the meeting and then I called her again and she was like yes, let's do a meeting.

@11:11 - Jonathan Riis Gilmartin (sunrise.dk)

I've been working in sales for eight years or so on at this point I see myself as being in sales because I convince people to do stuff right but as I have the same thing like people coming in and they were like super hot lead and they disappear from the surface and then a year after called you back like oh yeah should we still do that?

What do you mean? Like you didn't respond but anyhow yeah so if you do it like this and you say qualify and then you can see here assign the deal so who should get it you could do it alo for example if you really wanted you know alo has a perfect name to be top all the time yes

Hey, by the way, but anyway, yeah, yeah, that's what I think that we can do it. mean, I'm sorry, but you have to be okay.

And improved by, I mean, I guess me, you approved it. I won't sign off on anything. So but this is also good to see robot because yeah, this inbound lead it came in 10 minutes ago.

And so we have two phone number properties in hospital. You can see there's both the phone number here. We are showing just one field up here.

Unfortunately, it's not the field that she filled out, but you can say preview. And then you will all you should be able to see.

Oh, there is a phone number. I can see the phone number. Yeah.

@12:54 - Robbert van Driel

But what I sometimes is the phone number is there, but there must also be like a request, right? Like

I want to have this or I'm looking into this but I sometimes miss that.

@13:03 - Milo den Doop (Assessio)

So contact level? Yeah, on the contact level.

@13:08 - Jonathan Riis Gilmartin (sunrise.dk)

So I need to go to her.

@13:09 - Milo den Doop (Assessio)

Oh, I dare it says okay.

@13:10 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, but what you can do is you can actually directly from the deal. We also try to put it in the note so you can see here new demo request from website.

Here's some information. Okay, we don't have a title, company name, LinkedIn needs score pretty high up to 100 right high intent actions.

So you can see that she downloaded the white paper and also book the demo. And then you can see she found us via organic search from Bing because someone still uses that.

And what you can do actually is you out what I took the deal, thank you. What you can do is actually if you say call from here, you can see

@14:00 - Milo den Doop (Assessio)

the number.

@14:00 - Jonathan Riis Gilmartin (sunrise.dk)

you don't have to look it will find her mobile phone attached to the contact so you can just say call and it will be there.

So if you don't necessarily see the phone here it might be because it's the mobile phone for some reason.

And I can't show any more properties up here unfortunately. I don't think I can. I don't think I have space.

me see. No, no, I don't have these are. Oh, well, actually, yeah, no, I don't have any more space.

So it's a choice, right? Okay. Are there any basic use cases that would make sense to cover other than the one I just assigned you?

Have you seen the one flow connection on the deal level? So if you need to do a contract, you could do that for one.

Well, let's do it.

@14:55 - Milo den Doop (Assessio)

Yeah, perfect. Let's just take.

@15:00 - Jonathan Riis Gilmartin (sunrise.dk)

as well now you can see that the deal has been moved to qualify prospect and it has been assigned to you and I can see you've been made the company owner and I'm pretty sure if I look you will also be the contact owner yeah okay cool so yeah but I still have to manually adjust the task from yeah but I'm thinking no you I will change that so I will um I will remove the task that comes in actually another thing would you like to have the task so you remember to do it and you can just click that off now that you've assigned it and the flow where you put it to qualify will create a new task for hopper would you like should we do that or should I just remove the task entirely from you and we just create hopper when you do the other thing well I don't mind the task if we can rename it to qualify you or something that that would be great and if we then can create an auto task for a bit to book the meeting that would

You get to see the back end today as well so you can see we have these demo flows for each country so I can do a country specific thing so for example Ilo is asking me to say okay maybe we don't name the task we don't name the task book demo we say uh qualify demo requests and end of colleagues is that okay yeah so Ilo can have a special setup still in within our best practice parameters uh so not too special but a little special you know um and and then we can go to the to the qualify flow not that one

This one, I can then change that flow as well. So I go down the Qualify branch, and then I can say, create a task.

This is a deal, right? It is. I say, create. I do a lot of stuff with this, by the way.

We need to also look into this together, Milo, because we can use this to craft automated messages for people filling out our forms.

@17:35 - Milo den Doop (Assessio)

So we can get in touch with them way quicker than waiting for a science salesperson to do it.

@17:42 - Jonathan Riis Gilmartin (sunrise.dk)

that's pretty good.

@17:45 - Milo den Doop (Assessio)

Then create task.

@18:00 - Jonathan Riis Gilmartin (sunrise.dk)

You assign it to, yep, that just happens. Yeah, do the same for the project request.

@18:16 - Milo den Doop (Assessio)

Yeah, no, I did that.

@18:18 - Jonathan Riis Gilmartin (sunrise.dk)

Sorry, I did not do that. I need to do that as well. Let me just think, do you set below to assign?

Yeah, so that's good. So this should be good as well. So that's perfect. All right, I can just do it with price request all together.

This is a very special training. don't normally do it like this, but I just felt it's nice to do the changes with you right away so we don't have to.

@18:51 - Milo den Doop (Assessio)

It's also often good for people to see the back end, to see what we all have been discussing and what's been set up.

for everybody to appreciate a bit more all the effort. Yeah, so we did use some out on this.

@19:09 - Jonathan Riis Gilmartin (sunrise.dk)

Anyhow, so that's a qualifier and a sign-by-spirit. Is that okay?

@19:22 - Milo den Doop (Assessio)

Okay.

@19:26 - Jonathan Riis Gilmartin (sunrise.dk)

I think that's it.

@19:27 - Milo den Doop (Assessio)

Task for the sales rep.

@19:31 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, yeah, but you do that because you have the price request and the demo coming into the same bucket and you qualify.

Oh, okay. And that's one flow. So in the future, Robert will receive it no matter if it's price request or if it's the other one.

So Robert, you have this now. Is it okay if I do a test? I won't send anything to this customer.

Can I do? Perfect.

@19:57 - Robbert van Driel

Nice.

@20:00 - Jonathan Riis Gilmartin (sunrise.dk)

say as part of these trainings I've showed moving the deal through the pipeline, the deal creation process and just basically you know learning letting people see how it's done just in a slowly steady pace.

I've shown them the sales playbook which I highly recommend using. Milo I think one thing I thought of is that I think we need to do a med-page training session because I think that's been missing.

We've just done this and we haven't really taught med-pick per se so I think it's a bit of a med-page training in two weeks.

Fantastic. I will?

@20:41 - Milo den Doop (Assessio)

Okay. You're part of the global on-the-boarding module 10 which is presenting Milo talking about med-pick. Nice.

@20:55 - Jonathan Riis Gilmartin (sunrise.dk)

I mean so this this I've done with the previous experience we have with other customers and then looking at the playbook you did with implement that framework as well.

it's a little bit of both, right? But if you use this saying, okay, now exit prospect, we skip that stage because it's an MQL, but see it as the first time you talk with the customer, you can use this as your guiding tool.

So basically, you know, what pain can you identify? You we can fill out these two few people in leadership.

If we can identify value drivers, we can input that here as well. For example, and then, you know, who's agreeing to meet with you?

Time frame for buying. Again, these are just good questions to ask yourself, do I know this? Because I don't know this.

This is of me actually getting the deal is lower. That's the idea of this framework. And then you can say exit criteria for moving.

need to book the meeting. So the idea is you have her in the phone, like on the phone, or you have her in the meeting, and you say, oh, let's schedule the next meeting.

So you can click this button. It disconnected my calendar. So I will just connect it again if I can.

Yeah. I have my calendar connected to two menu hotspots. So sometimes it doesn't really like that. I think I have access to around 150 different hotspot portals.

sometimes it doesn't really like what I try to do. So let's see. Yeah, works. So here you can see my calendar, which is not at all.

And then I can find some available time. I can click the time. But that's why I like to book from hotspot, actually, because I like the view of booking.

And then I can give it a test type. I won't add this meeting because that will actually invite the person.

@23:05 - Robbert van Driel

Sorry, it will only invite the person if I add her here. So you can just see the attendee.

@23:12 - Jonathan Riis Gilmartin (sunrise.dk)

can select a type. So we have these different meeting types. discovery, proposal, negotiation. We highly encourage to fill these out because they tell you where in the buyer journey are we on the meeting perspective.

So let's say discovery. And then we say location. If it's online, there will be an online possibility as well.

We just haven't been able to connect teams yet because we are looking for your global teams admin, I think is Johnny, your CFO, and he doesn't have a lot of time.

And then you can also schedule a meeting reminder, which I actually like because it's good to have reminders on upcoming meetings.

So you can just add a reminder one day before, for example. I won't do that. same morning all right they also do it one hour before yeah yeah yeah yeah uh you can see here you can just call you can just choose yeah i think you can have up to three yeah up to three reminders if you want to be really persistent uh so yeah you can do uh okay show me what kind of emails being sent or what kind of reminder yeah so basically it's um i'll see if i can do i have i think i have an example from hopper themselves actually just give me a minute um because i think we don't use this functionality yet but especially for the outbound meetings that we've booked ourselves yeah could be very helpful to activate this functionality just to make sure those people are getting reminded yeah i i have it for my own meeting links when people book me there because it's just uh it's just uh yeah it makes a lot of sense

I got this one from HubSpot today. It's not that pretty, but it's translated to Danish because my language is in Danish.

So it basically says, hi John, then this is a reminder of our meeting, the 12th of March, 1230. I look forward to speaking with you.

you had a meeting description, it would also send the meeting description. we have this meeting tomorrow at something, right?

@25:34 - Robbert van Driel

Yeah, it would make sense like if there's like a note in it, if it's just a date before like, hey, can you think of this?

you think of this? person also gets a bit inspired to do research before meeting.

@25:50 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, I mean, I would always suggest putting in an agenda for when you do sales meetings, like three things to cover or whatever that might be.

and then when you can see here now I can move the stage, I won't do it, but now I can move the stage saying, okay, now I've identified there's a clear opportunity, so I move it to the next stage in the pipeline, and you can see I would already have filled out what's CloseState is not mandatory, but you can fill that out.

Maybe I could just put it in May, if that's okay, I'll put it in May, and then I can say save.

Now I won't do that because it's a real deal, but anyhow, and what we've also done is we've done these templates and sequences, so like first sales meaning follow-up, so when you have inputted this, I did not save it, not anyhow.

me just do this real quick. I should have saved, I did. Okay, perfect. When you send out, like when you've had the first call with the customer, we have these sequences and template.

that we've set up and I know you're using this already robot so I know this is a basic stuff for you but you have this first meeting follow-up we did where we basically input it large not really taking and you just do that and you'll see but then it will input the values from the deal so the paints the explanations value drivers that you can use in so you can you can think of using these personalization fields so you don't have to fit in manually afterwards so I would suggest using this template and basically working more with it like adding some links or something to look at before our meeting or anything that could be nl or bloom specific I would do that you know how to create sequences I can see because you've already been sending them so right am I wrong no no I'm right perfect so I would highly suggest using that have you set up the meeting link

two links, and it might make sense for you to do something similar, but I have something for new clients, so first meeting, so all potential new clients, that's first meeting link, I send that to them, and then what I call existing base or existing clients, I have another link for those.

So I just wanted to show of course also the statistics, so I've booked 33 first meetings through this link, so this is what I use for cold outbound, so you can book meetings through these, and of course for existing base I have a little high number, but that's a little cheap, because of course I'm using it for servicing existing clients, so it's not the same, but still it's good to have.

So if we go back to you, what we need to do is basically to, you can click edit, you can hover your mouse over, and you can

@30:00 - Robbert van Driel

here you can click edit yeah let me see let me see like i have to split between the two views uh where did you go sorry where did you start this library yeah it's a the folder down in the let me left left there is where's library one library and then meet scheduler yeah exactly cool and then yeah and i'm in there i still still see the same then see the editing option oh here yeah i have to work for it yeah there you go yeah cool and here so here you can see you can add like you have the overview scheduling and automation so yeah you can change the internal name that's just for your own you can change the event

@31:00 - Jonathan Riis Gilmartin (sunrise.dk)

title. You need to remember that it needs to be something that's a little generic because it's for everyone, right?

That's what they will get in their calendars once they use the link.

@31:18 - Milo den Doop (Assessio)

Exactly.

@31:19 - Robbert van Driel

And then you will be able to add a Teams link here as well.

@31:22 - Jonathan Riis Gilmartin (sunrise.dk)

I'll let you know once that is updated. And then you have this little thing called cancel and reschedule. I would actually put that in because that gives the person the option to reschedule the meeting without having to email you.

It can be a good or bad thing, but to be honest, I only find it to be a good thing because when you send out a reminder the day before, the people who know they cannot make the meeting, they'll move the meeting.

And instead of you having to get in touch with them over phone and oh, what works for you and you know, they just move the meeting and you still have it in your calendar.

So it doesn't disappear per se. can remove the cancel link from the description, right?

@32:02 - Milo den Doop (Assessio)

So it will only be rescheduling.

@32:06 - Jonathan Riis Gilmartin (sunrise.dk)

It's actually locked, as you can see, it's a little annoying. But what you could do instead, what you could do with, I've seen, I've seen someone who does this, you can insert your own meeting link, you could say, if you need to reschedule, please.

Then you can actually, it's a little trick, right? Yeah, and then you can take, I can hold, yeah, I can hold this.

So now it's just a link to your link, which is good. So the only issue here is the other meeting will not be canceled, but it's still better than canceling the meeting altogether, right?

Yeah. Yeah.

@32:58 - Milo den Doop (Assessio)

So you don't.

@33:00 - Jonathan Riis Gilmartin (sunrise.dk)

You don't have to do that now, but I would just suggest going through this in your own time, just configuring it.

the scheduling page is also pretty important. Yeah, I don't have that video link.

@33:10 - Milo den Doop (Assessio)

that correct? Sorry, what? I don't have that video link at all, even though it's not working yet.

@33:16 - Robbert van Driel

Is that correct?

@33:18 - Milo den Doop (Assessio)

That's correct.

@33:20 - Jonathan Riis Gilmartin (sunrise.dk)

And meeting with Assessio, you can see this is what it will say here when they book. So like put in your own name or do like about...

So some topic that you feel is generally, you know, that makes sense.

@33:43 - Milo den Doop (Assessio)

Is there a way where we can standardize this for everyone in sales, where you can just say, this is our go-to setup, which we copy, paste for everyone?

Or is this really personalized, done on the personal level? No, I mean, we can do...

@34:00 - Jonathan Riis Gilmartin (sunrise.dk)

So we can do like a template link that everyone can just clone.

@34:08 - Robbert van Driel

Yeah, that might be a good idea. So I think we can and should do that.

@34:14 - Jonathan Riis Gilmartin (sunrise.dk)

And then we just need to define who has it as an owner. could be you, Robert or Milo. And then we will just have to instruct people to go in hover clone.

That's the only thing we need people to do. Okay. Yeah, I can I can create a link from others.

which is, yeah. Yeah, it could be worth it.

@34:39 - Milo den Doop (Assessio)

could be some sort of as a standardization, but also a time saver at the same time. Yeah, exactly.

@34:46 - Jonathan Riis Gilmartin (sunrise.dk)

I would be a huge time saver to do that actually. So I think we should do that. Maybe we should put this task to Lydia.

@34:52 - Milo den Doop (Assessio)

Yeah, exactly. She needs more tasks. I can write it down and I can talk with.

@35:00 - Jonathan Riis Gilmartin (sunrise.dk)

heard about it as well. honestly, I might just choose a user and then we say, okay, you are the best practice example.

And then we have that in the playbook, the training page. And then I link to it. So people go in and clone that specific thing.

@35:15 - Robbert van Driel

long as not me.

@35:17 - Milo den Doop (Assessio)

Yeah, yeah.

@35:18 - Robbert van Driel

How did you get into the reschedul link? How did you do that? Oh, the reschedul link?

@35:26 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, the reschedul link.

@35:27 - Robbert van Driel

basically are just doing it right now. We'll link to the schedule. Yeah. Okay.

@35:31 - Jonathan Riis Gilmartin (sunrise.dk)

So what I did is I went to the top and said scheduling here.

@35:35 - Robbert van Driel

Okay, that makes sense.

@35:36 - Jonathan Riis Gilmartin (sunrise.dk)

And then I hovered over and just I tapped and I copy pasted or copied and then I went back and I copy.

Yeah, yeah, yeah, yeah. Okay, that makes sense.

@35:45 - Robbert van Driel

why that's what I think you have to press the, the, the sign next to personalized to copy the link.

@35:52 - Milo den Doop (Assessio)

Yeah, yeah, that one, you can insert a link like this.

@35:57 - Jonathan Riis Gilmartin (sunrise.dk)

Cool. And that's what we should be doing.

@36:00 - Milo den Doop (Assessio)

out emails as well, including documents. we should upload documents in Hubswell, because the documents are being tracked as well.

@36:08 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, yes, exactly. That's a whole other thing that I've tried to... We're getting there with the group, like we're moving some marketing assets in there, so if they download it from the website, we can see it, which is we want that.

We can see they fill out the form, but still. I like both.

@36:30 - Milo den Doop (Assessio)

like the combination.

@36:33 - Jonathan Riis Gilmartin (sunrise.dk)

So I completely agree. I just want to make sure that we have it configured the right way. The additional settings is actually pretty important, because it's...

If you don't change this, for example, I think it's two weeks or something standard. So you can only be booked two weeks out in the future.

So I would make sure to change this as well. Okay, still on the previous page, scheduling, where do you find that?

@37:10 - Milo den Doop (Assessio)

Buffer time, one hour, that's not it.

@37:18 - Robbert van Driel

And sorry, I was still at the previous page, where did you go from here? I saw you from library.

I'm still on the meeting link, so I'm in scheduling?

@37:28 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, yeah, then I just go down a little bit and then you have additional settings, I fold that out.

It's also important, actually. It's already on two weeks, apparently.

@37:40 - Robbert van Driel

Cool. Yeah, exactly. I could put it up.

@37:43 - Jonathan Riis Gilmartin (sunrise.dk)

Usually people will book you with a couple, more than two weeks in advance, but more than eight weeks, that's a very...

Yeah, that doesn't make sense. Yeah, but I've had clients where they were like, oh, I couldn't book you more than six weeks out in the future, so I didn't book anything.

Okay, enough.

@38:03 - Robbert van Driel

I changed it.

@38:04 - Jonathan Riis Gilmartin (sunrise.dk)

Okay, cool. Yeah, that has been, it's not important.

@38:09 - Robbert van Driel

Nope. Not important enough at least.

@38:11 - Jonathan Riis Gilmartin (sunrise.dk)

Maybe for sales it should be four to six weeks max.

@38:15 - Milo den Doop (Assessio)

Yeah, I would also say something like that.

@38:20 - Jonathan Riis Gilmartin (sunrise.dk)

Buffer time is basically just a padding around your meeting. can be booked. I think 15 minutes here is fine.

But I noticed something you need to be wary about because that basically tells how quickly can you be booked.

Sorry, can you be booked the same day, for example? That doesn't really work because if you're out traveling or driving or you're planning your day when you start the day.

So if you can be booked in the middle of the day for the end of the day, that can really up your planning.

So I would say a day.

@38:56 - Robbert van Driel

Does it take into consideration that when I have like already being standing in my calendar. doesn't allow you to book there, Okay, cool.

@39:04 - Jonathan Riis Gilmartin (sunrise.dk)

We can see how it looks in a minute, but it doesn't allow, but you can see. Yeah. If I open my link now, it will probably tell me you can, I can book.

@39:15 - Robbert van Driel

I'm fully booked Wednesday.

@39:17 - Jonathan Riis Gilmartin (sunrise.dk)

I only have Thursday this week, for example, and these are the slots that I have. Yeah, yeah, yeah.

@39:21 - Robbert van Driel

The thing is, I think I need to take care of, for instance, if I say I'm at the office all day and just block my candlelight like from nine to five.

You can't look at schedule a demo, right? No, unfortunately, it cannot take that into account. Yeah. Cool. Oh, but it's a good question.

@39:41 - Jonathan Riis Gilmartin (sunrise.dk)

Last thing I wanted to show that you can think of, the form that people fill out, you can actually add properties to this.

So if you want to have the title or anything that's an existing hotspot field, you can add that, but you can also just

have, and I like this a lot, you can also have a like a custom question, so if you want to have anything you can think of you can add that here so people can fill that out and you can make it quiet or not required that's really up to you and I will always also allow guests because if people need to add guests to the meeting they cannot do that.

It's just a suggestion. Can I ask another question?

@40:39 - Milo den Doop (Assessio)

on LinkedIn you can have your book in appointment and then you have to add an URL, so could that for example be this HubSpot URL that we can include?

@40:49 - Robbert van Driel

Yes.

@40:50 - Jonathan Riis Gilmartin (sunrise.dk)

Perfect.

@40:51 - Milo den Doop (Assessio)

That's exactly the use case actually, one of the use cases.

@40:56 - Jonathan Riis Gilmartin (sunrise.dk)

I need to do that myself, but I am just afraid I'll be booked. A lot of vendors would like to sell me stuff, you know, and I just, oh , I'll be booked for so much crap.

@41:07 - Milo den Doop (Assessio)

Then we can add a custom question. What is the reason for the meeting booked? Yeah, I would do that as well.

@41:16 - Jonathan Riis Gilmartin (sunrise.dk)

The only thing is I would have two meeting links. I would have one you use on your LinkedIn because if you use for outbound and you have that question, then people would be like, what do you mean you reach out to me?

So I would have two links if you do that question.

@41:32 - Milo den Doop (Assessio)

Yeah, so we should call this done and then LinkedIn. You LinkedIn that calendar booking meeting or something like that.

Yeah, you can do like this. LinkedIn calendar.

@41:47 - Jonathan Riis Gilmartin (sunrise.dk)

That's a long name, but anyhow, if you change it like this, you can see this is now what it calls out out here, right?

So you can just do that. And that's that's perfectly fine. Cool. I will allow you You should just finish this when you're on your own time.

can play around with this. Just so I don't use too much more of the training on that. the reason I showed it was if we go back to the scenes, I think there were crawlers, this one, then I go here.

If we go back here, you can see I really, when I have these tools set up, I have them at my disposal.

If I email directly from HubSpot, you also have them in your Outlook integration. if you go to Outlook, you also have the meeting link.

You will have these different things. Are you seeing that actually now in your Outlook or in the HubSpot sales icon?

Because we've been having some troubles with IT and security and stuff, so... I have it.

@42:52 - Robbert van Driel

Okay.

@42:52 - Jonathan Riis Gilmartin (sunrise.dk)

Also sales, yeah. So now you can actually insert your meeting link directly in the Outlook or through the Outlook.

talking You don't have to look for it go into hops button see where is the link so on do you also have the app?

I think we installed this when I was yeah, yeah, we I have it Yeah, not using it, but if I'm going to go I could yeah, I could use it to call people or something Yeah, yeah, I just want to show because I do think we downloaded this when I was with you Yeah, you can see here.

@43:24 - Robbert van Driel

I'm on my LinkedIn now.

@43:25 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, that's scary I think that I promise I didn't do anything else Watching us What I wanted to showcase was that You can see here.

I have a I have a person who sent me today and and An English request or not a request he asked me for one of our cases and because I have this Huff but a think we did this on you as well.

I can dead in yet but okay maybe we do that now because i like this a lot because i can have my snippets and my templates and stuff on my phone so if i need to answer someone on my phone i have that so if you can if you can just download or find your phone we can just it takes yeah i have it in my hand if you go to the hubbot app and you see something like this yeah helps with that yeah and then you click the top left corner you have this burger menu up left corner yeah the three uh three stripes and then you scroll all the way to the button and you should have settings or instilling yeah instilling yeah and then you have keyboard in the top yeah i always have i always have that installed apparently oh okay nice so apparently i did try to go to yeah because i think we did it in the training but then try to go to and it's a mess or LinkedIn or whatever message that makes sense

Then I can show you how it works because what you need to do is you need to click I guess that message and then you have the globe button and to click the if you hold in the globe button it will say something like this maybe and then you have a hotspot in the bottom.

And then all you mean is the microphone.

@45:25 - Robbert van Driel

No. No. You have like a Globus. Globus.

@45:29 - Jonathan Riis Gilmartin (sunrise.dk)

I don't have it.

@45:30 - Robbert van Driel

I just go to a message for somebody there's not a Globus. Yeah.

@45:37 - Jonathan Riis Gilmartin (sunrise.dk)

Do you have an Android or iPhone? iPhone.

@45:42 - Milo den Doop (Assessio)

You first need to go to your settings to enable full access. Ah. I think it's the same.

@45:49 - Jonathan Riis Gilmartin (sunrise.dk)

I need to full access part is important.

@45:51 - Robbert van Driel

And full access to do do do installing it.

@46:05 - Milo den Doop (Assessio)

Well, we're Booker and now I'm meeting at LinkedIn meeting Booker.

@46:11 - Robbert van Driel

That's how I call it.

@46:12 - Milo den Doop (Assessio)

Yeah, nice. So, that's nice. And I removed the one hour meetings that come in from LinkedIn. I think that's a good idea.

That's the demos people want to sell you something.

@46:30 - Jonathan Riis Gilmartin (sunrise.dk)

Did you find it over? Not yet.

@46:35 - Robbert van Driel

Accounts, advertising, LinkedIn services. Where did you find it, Milo?

@46:43 - Jonathan Riis Gilmartin (sunrise.dk)

I think if you go, if you go through your setting.

@46:47 - Milo den Doop (Assessio)

Your HubSport app? Yeah. Oh, I still in the HubSport app.

@46:50 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah.

@46:50 - Robbert van Driel

Yeah. And then all the way down to settings.

@46:53 - Milo den Doop (Assessio)

Yeah.

@46:55 - Robbert van Driel

And then keyboard on top.

@46:57 - Milo den Doop (Assessio)

Yeah.

@47:00 - Robbert van Driel

You have to enable it, uh, keep it. Ah, Yeah, I need to give it my Lexus and then in.

@47:14 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, yeah.

@47:15 - Robbert van Driel

Installing.

@47:16 - Milo den Doop (Assessio)

Okay, it's hard, but I have some to work.

@47:25 - Robbert van Driel

Like I have it here. see this?

@47:29 - Jonathan Riis Gilmartin (sunrise.dk)

It's blurry, I think, because of the filter you have. Oh, yeah. Yeah. No, it's not a label.

@47:35 - Robbert van Driel

Okay. It's, well, I can't change anything here, is it? We'll do it in your office.

@47:43 - Milo den Doop (Assessio)

we'll do it later.

@47:44 - Robbert van Driel

worries. Yeah, we'll it later. Okay, no worries.

@47:48 - Milo den Doop (Assessio)

You have to go to settings on your phone and then to apps and then search for HubSpot and click on HubSpot and then go to keyboard and then select.

Okay, okay.

@47:58 - Robbert van Driel

That makes sense. There it is.

@48:00 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah. Yeah. Yeah.

@48:01 - Robbert van Driel

Okay. makes sense. And otherwise it'll help me. Cool. Yeah. Yeah. It's a good thing because now you have the meeting link.

@48:08 - Jonathan Riis Gilmartin (sunrise.dk)

We have this configured. You can use your phone and send out the link.

@48:12 - Robbert van Driel

You can answer messages. I use this a lot.

@48:14 - Jonathan Riis Gilmartin (sunrise.dk)

This is why I insist on doing this all the time because it's just so valuable to have when you're on your phone.

People are answering messages like, oh, where's my meeting link is right on my phone? I have it at my disposal, right?

And also key documents. If you end up having that in HubSpot, you can also send those through this. So that's pretty nice.

All right.

@48:39 - Robbert van Driel

Sorry.

@48:40 - Milo den Doop (Assessio)

Should we enable CupChart, spend prevention? Should we enable that? I mean, I haven't.

@48:48 - Jonathan Riis Gilmartin (sunrise.dk)

It's not been an issue for me. If you do it in on LinkedIn, it might be a good idea, to be honest.

Yeah. It works. Nice, man. All right. I will jump back into the deal because I want to make sure we go through the one-flow part and then we can see what other parts make sense to go through.

Again, we have a pretty covered group today, right? The other trainings we've used two hours on creating contracts and companies and deals.

it's a new system, right? But this is, of course, we can do a little more. So if you need to do an offer, no, actually, sorry, I'll just show you.

When you move the deal to a certain part of the pipeline, let's say proposal, for example, we will also be asking for two important things.

The forecast category and the closed day. So the forecast category consists of pipeline, best case and commit. And this basically sits with what are we as a team or individual or team forecasting for the.

month or quarter or year. So if I say commit and I then say close date this month, that basically means that I've committed to just deal closing this month.

That's how you should think of it. If I say commit for April, then that's the same thing. I've committed for closing in April, if that makes sense.

It's just for you to understand these properties are hardly important. Hospitals will also set them based on stages unless you fill them out yourself.

But when you get to a certain threshold, we require them. So that's the difference. I won't move the deal again, but I'll just show you.

We also have it in reports, but I'll also just show you the forecast section and where it's basically located.

So we have this section called forecasting and I just need to find the right group sales, and I'm guessing you don't want to see it in DK.

So I'll just change the currency to euros, this, and then you can see, I'm guessing, for Milo, he would be interested in looking across the sales teams.

And then you can see here, we have Watson pipeline, Watson best case and what is in commit. So we actually have three deals in commit, which is pretty nice for the NO team.

So we can click here and we can see the deals that that is basically in commit. Those aren't deals, right?

Sorry?

@51:36 - Robbert van Driel

Is this MR or AR?

@51:41 - Jonathan Riis Gilmartin (sunrise.dk)

Right now, it's just, it's just the, I think we're just looking at the amount right now. So we are just, we are adding AR as well, but we can also add AR.

@51:51 - Milo den Doop (Assessio)

Is that something that's interesting?

@51:52 - Jonathan Riis Gilmartin (sunrise.dk)

Is it most MR that's interesting for you guys? Or we do, we only do euros.

@52:00 - Milo den Doop (Assessio)

Yeah, I don't know, but I mean, I think MR is, I mean, yeah, we are used to MR numbers in upsells, I guess.

Yeah.

@52:12 - Robbert van Driel

So we would also have MR here as well.

@52:15 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah. Right now it's just the amount you're looking at. Yeah. That will be changed as well. So, but you can also click into the specific teams.

So if you want to go by, you know, the different people on the different teams and when we have the goals, it will also auto calculate like against goal half are we and what's our gap.

So the gap between the goal and what we've realized or forecasted so far at least just just to see it's looking at this quarter.

So I could also say this year that would give me some more numbers. Right. It's just so you know, you're not thinking it doesn't seem to be that much.

There is a, yeah. pipeline of about that and then you can see the different stages that it is currently in.

Yeah, so that's why I just, it's always good to show people the reason we are asking. This is the reason.

So this is what you can look at based on the input that you gave, right? Does that make sense?

I would like to have the gold for the different countries, but I have received none so far. Do you think it's because it's not there yet or?

@53:36 - Milo den Doop (Assessio)

Most likely.

@53:40 - Robbert van Driel

No, that's fine.

@53:41 - Jonathan Riis Gilmartin (sunrise.dk)

I'm trying to figure out how much I should press for it. This setup is way better when I have gold.

I'm guessing I'll get it at some point. If you have someone for the end of the bloom team, would love to get that because I can input it in here as well.

I mean, I know all the time.

@54:00 - Milo den Doop (Assessio)

It's for the NL team, so we can go through it. OK.

@54:03 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, nice. I mean, let's do it. Why not? So you basically, should we just do it now, or do we want to send it afterwards?

I can also write it down if it's easier. Yeah, we can do it afterwards.

@54:20 - Milo den Doop (Assessio)

That's fine.

@54:21 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, I'll send you an email about it, and then you can just give me the overall numbers and then I'll put it in.

So you can see it with gold. It just looks so much better. Yeah. Perfect.

@54:35 - Robbert van Driel

I'll go back to the deal.

@54:37 - Jonathan Riis Gilmartin (sunrise.dk)

I hope it was OK for you that I switch a little bit back and forth so you get to see the different parts, right?

@54:45 - Milo den Doop (Assessio)

So we have, do you say, basis or disease, or how would you pronounce them?

@54:49 - Jonathan Riis Gilmartin (sunrise.dk)

I never heard of this company before.

@54:51 - Robbert van Driel

I just looked it up. It's an IT company.

@54:56 - Milo den Doop (Assessio)

It's actually called Basis Dior. Yeah, that's what it

@55:00 - Jonathan Riis Gilmartin (sunrise.dk)

fine okay nice like dior in dior uh yeah it's actually dior like in dior but it's not dior it's uh yeah it's not dior it's it's more like a consultancy training drill yeah okay and then now with our competitor actually so oh yeah really okay yep yep oh yeah i can see it they also but not so long yeah not so long um but anyhow okay so let's see that we get to the phase where we want to do a proposal so in a short time uh end of end of much is the deadline for the cbq project and and valox you will have the option to click here create new configuration and you will be able to build out the quote for the customer in the short period of time we we we can't do it because it's not ready um so

We will still, and also when Velox is introduced, we'll still work with Oneflow to sign the customer. But now, for now, it's just to create the contract that's from the existing templates that you have.

So if you need to create a new contract, you can say create here, and you can say workspace, and you would choose bloom or NL, depending on which makes sense.

And then you should have all the existing templates that you have in Oneflow that are published. You will also have them here.

I don't know which ones you need to use. looks like a lot. Yeah, there is a lot.

@56:44 - Robbert van Driel

I'll take this one for now.

@56:46 - Jonathan Riis Gilmartin (sunrise.dk)

And then you can see, you can check off the person that you want to have on the contract, and you can say create.

Just have a think, and then it will pop up and say, I can see that we need to input like a company name, other than that, you can see the supplier, which is you.

You can see the client name that's inputted from HubSpot. And if we have an organization number, an address, postal code, city, and so on, that will also be filled in.

And when you're comfortable with the data, you can say, send. I won't do that, but you can say, send.

And then the customer can sign it.

@57:37 - Robbert van Driel

Just go back on the deal.

@57:39 - Jonathan Riis Gilmartin (sunrise.dk)

You can see that we now have a connection. And you can then see if he is actually doing something with the contract.

And when it's signed, it will automatically be moved to contract signed. And you will, of course, get a notification and all that stuff.

Yeah. Can I ask a question? Yep.

@57:57 - Milo den Doop (Assessio)

I need to approve contracts before. being sent out. Do you want that?

@58:03 - Jonathan Riis Gilmartin (sunrise.dk)

Well, it's mandatory.

@58:05 - Milo den Doop (Assessio)

Perfect. So it's initially on the proposal when it comes to pricing, but also when we send out contracts, I need to approve them before we can send them out.

Because everybody can just make random changes into the contract and and well, Evelyn R.M.D., she just received a notification contract being signed.

You're up next and she just signs. make sure we...

@58:35 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, on the VLOG part, you will be disagreeing approval always, right? On the one-flow part, I'll just have to ask one-flow, how do we do that?

I'm not sufficient in one-flow, I just set up this integration right here, so but I'm sure we can have like a approval added to all the NL and is it also bloom or just NL?

Yeah, also bloom.

@59:00 - Milo den Doop (Assessio)

So currently, they're organizing a webinar next week on Tuesday where they're releasing new functionalities and one of them being internal approver.

So it was already there in some sort of beta version, but when I was put as an internal approver and that actually was really nice because then I approved the contract and then they started to make changes and it was still approved by me.

So it wasn't a nice feature.

@59:29 - Robbert van Driel

Yeah.

@59:30 - Milo den Doop (Assessio)

Nice feature where you've you've approved stuff you didn't know about that.

@59:34 - Jonathan Riis Gilmartin (sunrise.dk)

Exactly.

@59:36 - Robbert van Driel

Okay.

@59:36 - Milo den Doop (Assessio)

But I'm sure they probably updated.

@59:40 - Robbert van Driel

Yeah.

@59:41 - Jonathan Riis Gilmartin (sunrise.dk)

I'm sure as well. I have a Slack channel with the people that are your like the essential group assigned contacts.

So I just asked them. I'm sure that there's a way to do that. Yeah.

@59:54 - Milo den Doop (Assessio)

Perfect.

@59:56 - Jonathan Riis Gilmartin (sunrise.dk)

And then of course, hopefully we can move this to closed one. I won't do that either, but when you move it to closed one, what will basically happen is there will be an automatic deal that automatic deal created in the CS journey in the first stage in onboard, and it will be assigned to a CS manager, and the CS manager will get a notification, they will get a handoff note, I can find an example for you.

See here, so I'll just switch, or actually I have some people who closed, so I can do that. This is a Swedish one, but still, so you can see assigned, so they are linked together, so you can actually do it like this, and you can open up, and we can see that Emma has been assigned Oland's big accumulation, that's a high school I think, and you have this handoff note that looks a little prettier if you go to the side, and you can see here that...

we didn't have the handoff node, like the deal owner was Adam, state of start of subscription, pains, value drivers.

So like making it easier to hand off the customer from sales to sales is what we are trying to do here, basically.

Yeah, and I think that's the most important things for now, for what the training needs to cover at least.

But I'm, again, over the Milo, you already used the system. of course, please help me as well. anything you would like to cover today or anything you want to, some specific examples you want to have a look at or just about anything?

@1:01:51 - Milo den Doop (Assessio)

Well, it's more some observations that we now run into with creating the deal, for example. It feels like there's quite some...

fields that are mandatory to fill in when we create a deal. So if we, for example, put in say 20 companies that we actively try to reach out to in outbound and for sales reps, it's quite a lot of work to put these companies into the active pipe because of all the mandatory fields.

@1:02:20 - Jonathan Riis Gilmartin (sunrise.dk)

Yes.

@1:02:21 - Milo den Doop (Assessio)

So I was thinking, can we limit the amount of mandatory fields in the first instance and then make them mandatory as soon as we progress?

Yeah, actually I was thinking about the same.

@1:02:35 - Jonathan Riis Gilmartin (sunrise.dk)

thing you're seeing, I'm guessing what you are referring to now is the, when I say tests here and I say pipeline is new logo, I say active prospect, I say deal type, and when I choose new business, these are some of the fields that pop up, right?

@1:02:51 - Robbert van Driel

So these are part of the guided selling.

@1:02:54 - Jonathan Riis Gilmartin (sunrise.dk)

I will say initially they made sense to do like this but now I can see also from the training sessions we've been having people are like where about 90% of the time is the same thing so does it really make sense and I was like well I know that doesn't make sense.

So what I would rather do is say when you put it in the first stage we don't ask but when you move it to qualified prospect or at least opportunity we can then say if you haven't added a line item because if you add the line item I know I can just have this automatically input it because if you add a line item to something the line item will tell me if it's a recurring product or one off it will also tell me the platform and and you know that basically the data that we are asking for here right.

So actually I would agree that it shouldn't sit in the creation of the deal but it can sit in the next stages yes but should it be qualified I would say opportunity first right because yeah.

@1:04:00 - Robbert van Driel

that would be my impression because like it's there will be way more in the qualified prospect states yeah yeah that would be the most of them and only when you start to talk and really have interaction with them you can move them into their print tune GFAs yeah and then it makes sense to start adding stuff like that yeah I think it is and same for selecting the pipeline perhaps I'm the track it's possible it probably is if we select a new logo pipeline mm-hmm the deal that can only be in your business or RP yeah actually that was the thing I wanted it to change I can stick back because on the sales side there was a little there we were a little back-and-forth with you know up so sit in our upgrades should upgrade sit in his own pipeline or should it actually sit

@1:05:00 - Jonathan Riis Gilmartin (sunrise.dk)

in the new local pipeline and then change the name, but we ended up saying it should be split. So as we agreed at the first place, so that's why I initially actually put them back to have that option, but so now we can make that change.

Yeah, I think upgrade, downgrade, renewal are all in the CS pipe?

@1:05:23 - Milo den Doop (Assessio)

Migration is migration? Exactly, yeah.

@1:05:28 - Jonathan Riis Gilmartin (sunrise.dk)

And existing in CS, I would say?

@1:05:33 - Milo den Doop (Assessio)

Yeah, it is.

@1:05:34 - Jonathan Riis Gilmartin (sunrise.dk)

I'm just saying here on these options, see this, that's it. And CS, could say, migration is migration is migration.

I don't think we need a tag for that, that should be okay, but I'll just I'll have it there anyway.

And that's actually it. So now you can see that when we create the deal, we can say, right? Yeah, perfect.

And we can only see these two, right? Yeah, that's much better.

@1:06:16 - Milo den Doop (Assessio)

Yeah, it's also less confusing. Yeah. Yeah, and I was having a discussion with the Inuga yesterday about the RFP pipeline because currently you select RFP as let's say the deal.

Yeah. But I think the whole process when going through an RFP is completely different than the MQL active qualified.

It just have different stages. So it might be worth creating an RFP pipeline after all.

@1:06:44 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, it might.

@1:06:45 - Robbert van Driel

It might be.

@1:06:47 - Jonathan Riis Gilmartin (sunrise.dk)

I'm also open to it. I also think I mentioned this to Deena and Anna, but I would like to try to create a setup for you in this pipeline.

If it doesn't work for you, fine. We can always pull it out, but let's try. to see if we can keep it within these.

And if that's not possible, then that's fine. We can do a tender RPE-based pipeline, whatever you want to call it.

it's not a bad thing necessarily.

@1:07:15 - Milo den Doop (Assessio)

And the tags, can we change the colors of those tags of need? Because the session platform is somewhat yellow, which is nice.

The bloom is somewhat purple, which is also in line. But the target account is also purple.

@1:07:29 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, and yeah, we can. This is just me. Let's see, if you want to change, you have these deal tags right here.

So we can just change those. And say, see what we want to do, what we want to do. Right?

Right.

@1:07:48 - Milo den Doop (Assessio)

They should pop out. Yeah, they should pop out, that's true. Yeah, no, so that's changed now, so that's good.

@1:07:56 - Jonathan Riis Gilmartin (sunrise.dk)

So what do you see? Yeah, that's nice.

@1:08:00 - Milo den Doop (Assessio)

And so like I also explained in the call with our German colleagues, these are target accounts that we've agreed on, let's say, on management level to specifically target, but we also want to make sure that the sales teams are having a, let's say, a monthly or quarterly target list that they should go after.

Is that, so can we, in addition to the target accounts, can we create a target list or something and then have that tag or not sure if that works or?

Yeah, I mean, we can do that.

@1:08:35 - Jonathan Riis Gilmartin (sunrise.dk)

would you want those to also land on the list for the MDs? No, no, no, no, no, no.

@1:08:44 - Robbert van Driel

That makes sense.

@1:08:46 - Milo den Doop (Assessio)

yeah, I just want to in somehow want to distinguish them from the regular deals in our pipe because we are actively, let's say, hunting them down through sequences calling LinkedIn.

is to follow the process of the target list and how successful we are in, let's say, in our own unbound sequences.

@1:09:09 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, I mean, I would use the, I would just use the list tool for that, to be honest. Just thinking, because you want to follow the sequence that you're doing basically outbound, as I understand it, right?

So we have this list and we want to follow the list and see how is the sequence performing with the list currently, kind of.

Yeah, yeah.

@1:09:36 - Milo den Doop (Assessio)

And it would be nice to eventually see how many from these, let's say, target list are becoming signed versus inbound leads, because we put some more efforts towards it.

We could also can come to the conclusion that it doesn't work at all. that's also sometimes a thing, right?

@1:09:56 - Jonathan Riis Gilmartin (sunrise.dk)

I mean, so we have You we, the hospital has this target account set up, yeah, if you build in, I'm just trying to think, you know, because here you can see like a pound overview, you can see the contacts you can see, but that for me is just that's that's really what I recall like ABM kind of set up, you know, you can see, like, you can see the contacts you can see internal stakeholders, fields, they've looked at our pricing once.

Nice. You know, like these things, it doesn't necessarily show me like how well am I sequence performing against this list that I'm doing.

I don't have access to this, right? Yeah, you should. Can you not access it with this link? But I'm sending in the chat.

I don't think I closed this off for anyone per se. Oh, I can.

@1:10:57 - Milo den Doop (Assessio)

Okay, I then just didn't find No, that's fine.

@1:11:04 - Jonathan Riis Gilmartin (sunrise.dk)

But I mean, yeah, you would want to follow, you know, you want to follow the sequence you're doing, you want to follow, yeah, the list that you have currently, just trying to figure out where that makes the most sense, you know, we have the sales workspace, we can follow our activities that we have there.

@1:11:28 - Milo den Doop (Assessio)

But I mean, Yeah, and those insights were in euros, but then all of a sudden it changed back to second.

You remember the thing we talked about earlier in Germany? Yeah, it's the company currency that's with us.

@1:11:41 - Jonathan Riis Gilmartin (sunrise.dk)

actually, I found out I can't change this to euros without changing the company currency. So I think, so I think we need to talk with the idea about that, because then I think it makes the most sense to have euros.

@1:11:57 - Milo den Doop (Assessio)

And then we just do a custom paper.

@1:12:00 - Jonathan Riis Gilmartin (sunrise.dk)

nation that shows everything in sick for management and for reporting. Honestly, I think Paulin Street would like to have everything in euros anyways.

I think it you know makes sense. I don't think they need it in sick.

@1:12:17 - Milo den Doop (Assessio)

but anyhow, that was a good question.

@1:12:23 - Jonathan Riis Gilmartin (sunrise.dk)

I'm so how was the list tool is created to do these target lists? And what I would then do, I think is have a target list, you go into the list, and then you do like, you send out, I won't do that, but you can send out sequences from the list.

So you could send the sequence to everyone in the list. And then you can see in the sequence over here, I would then create a sequence.

You could just have multiple sequences like one per target account, because then you can basically see, do you have any robot that I can

@1:13:01 - Milo den Doop (Assessio)

Yeah, I'm pretty sure you have one, right?

@1:13:04 - Jonathan Riis Gilmartin (sunrise.dk)

Sorry.

@1:13:07 - Robbert van Driel

Yeah, you can see here.

@1:13:11 - Jonathan Riis Gilmartin (sunrise.dk)

Okay, so we could then have like the ones you have here. We could have a sequence per target list or per save, because then we can follow exactly if I go into this sequence.

I can follow the old one. Okay, fair enough. But I can still look at the reporting saying, okay, I enrolled this many and my meeting rate is this and I have this reply rate and you know, and then sec again because company currency.

And I can also be open rate and bounce rate and stuff like that. So you can really see the performance here of the sequence as well, like the first step, second step, third step.

Is this what you're thinking or looking for me? Is it something else?

@1:14:05 - Milo den Doop (Assessio)

Yeah, eventually these companies should have been added into the effective prospect list as well. Yeah, they should, they should.

Because then we, so that's the process that I'm still trying to figure out, how can we make that efficient as possible for everybody working on it, because now we put in them just in sequences and they're not in the active prospect list.

@1:14:34 - Jonathan Riis Gilmartin (sunrise.dk)

I mean, one thing we've been testing with Sweden that I can show is in the sales workspace, you know, Sweden has Jennifer, who's a, I wouldn't say a special role, that would be wrong.

But she's, she's working as a SDR or BDR, right? We are testing the lead object with her, because the lead object is before it hits the pipeline.

But this is basically with all inbound leads right now, so it's not that much outbound. But in principle, you could have all your outbound leads here.

I should see multiple, so double-check that. you can see here that she has multiple. Sorry, I can't. I see something again.

@1:15:28 - Milo den Doop (Assessio)

All English leads are going to Sweden again. Oh, they are?

@1:15:33 - Jonathan Riis Gilmartin (sunrise.dk)

I don't know.

@1:15:34 - Robbert van Driel

see Poland Street as an English company going to Sweden.

@1:15:37 - Milo den Doop (Assessio)

Yeah, I can see that.

@1:15:40 - Jonathan Riis Gilmartin (sunrise.dk)

I'm not going through everything.

@1:15:42 - Milo den Doop (Assessio)

Yeah, well, I wasn't a snitch, but anyhow.

@1:15:46 - Jonathan Riis Gilmartin (sunrise.dk)

I found it on myself. Yeah, you can see here that. So what we do is leads are being put in right now.

It's basically leads coming in from Swedish campaigns, but also from the website. And what Jennifer is then doing is going through the leads and then let's see if I have an example here I can take some of these old ones.

And here you can actually say mark all put in sequence. And then you can see they are in an active sequence.

You can also see here you have open leads and you have not in sequence. And reason activity and so you can filter this.

So this can be your kind of target account list before it hits your pipeline or before you've qualified it.

And when you then qualify, let's say this one, for example, you can see I can I can open it up and I can do some activity on it.

And I can then move it. I can't do that because I'm logged in as Jennifer. that's locking up myself, but I don't have any leads.

So that's annoying. Oh, I have this one. can open this one up and you can see Yeah, actually, this has been qualified, but I should have put this as non-qualified.

Let me just create a here. And then you can see that I have the possibility to basically say, okay, now I've been doing outbound, I've been doing email, I've been calling sequence, maybe I can then move it to qualified.

I could also move it to disqualified, but I could move to qualified. And then that creates a deal. So that is then the deal process creation.

It's something to think about. don't have to agree on it now. I just want to show the reason we're testing this with Sweden is also because they are getting a lot of downloads and stuff that needs to be in one place, but it's not, it shouldn't hit the pipeline because that's too early for some of it.

Yeah, yeah, something to think of. Cool. I mean, I don't have anything else for the training per se. think we covered the daily use cases, contact company deal, move to CES pipeline, one flow connection.

Yeah. That was good.

@1:18:29 - Milo den Doop (Assessio)

Perfect.

@1:18:30 - Jonathan Riis Gilmartin (sunrise.dk)

We made some changes, so it should be better. I'll let you know once you can test when I remove stuff from the pipeline creation, then we then say, okay, but we can add it in the next stage or in opportunity stage, you have to add it.

But if you add a line is it, it will automatically be added and I think that's perfectly fine.

@1:18:54 - Milo den Doop (Assessio)

Sorry, go ahead.

@1:18:55 - Jonathan Riis Gilmartin (sunrise.dk)

The prospect agent, when will that be? set for release it's set for release mid-march okay and you can see that's it's close and you can see i've already opted you in for the beta and where is it there it is you can see i've already opted you in so right now it's being reviewed so maybe we get access before but the mid-march is this weekend erase so you know let's hope i'm excited yeah and if you're bored as you i know you are a lot milo you know uh HubSpot has this page called product updates it's updated every day you can see here this is today or this is yesterday so there was one two three four five six seven eight update yesterday to the system they do a lot of updates

I look at this page every day because I find new stuff that's interesting. Yeah, that's how you find the prospect agent.

@1:20:07 - Milo den Doop (Assessio)

Exactly.

@1:20:09 - Jonathan Riis Gilmartin (sunrise.dk)

Cool. Yeah, and it's the same thing for the sales performance, which I'm not, I don't understand. Okay, that's all being reviewed.

That's the one you sent me, Milo. So yeah, you sent me a LinkedIn post from someone who showed this Yeah, so I put us in access for the basis, so I hope that will come soon, but let's see.

Yeah, that's that.

@1:20:41 - Milo den Doop (Assessio)

Do you know what the status is for Hublead? No, I don't actually.

@1:20:48 - Jonathan Riis Gilmartin (sunrise.dk)

Have you heard anything from anyone about it? I think both on the Apollo and I think on Hublead as well, I've been, I literally, I don't know anything and I'm like, okay, if you don't know anything, I don't think

anyone else knows anything. I think it sits with Johnny or Tamara, but Tamara is not here in a minute.

I'll ask and we can see. But I think to be honest, maybe we just need to do a test on some people.

Maybe NL is a good test. The cost is so low for a couple of users that I think it's easier to start.

@1:21:29 - Milo den Doop (Assessio)

I can send a message to Johnny requesting 304 accounts. Yeah, you can do that.

@1:21:37 - Jonathan Riis Gilmartin (sunrise.dk)

I'll just send you a link and then you can do that. Yeah, perfect.

@1:21:44 - Milo den Doop (Assessio)

Okay. Thank you very much.

@1:21:47 - Robbert van Driel

Thank you too. guess it's a little alternative training than I've been doing for the other countries. I hope it was useful.

It's always useful.

@1:21:56 - Milo den Doop (Assessio)

Nice. I'm glad.

@1:21:58 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, have a nice evening. and then I won't take any more of your time. know you're busy. Let me know if you have anything you need help with and then enjoy the day.

@1:22:08 - Milo den Doop (Assessio)

You're fully booked for the rest of the week or do you still have a moment somewhere tomorrow to go through Germany and scraping?

No, no, we can do that.

@1:22:18 - Jonathan Riis Gilmartin (sunrise.dk)

We can do that. me just see my calendar. We can find a spot. I think we should be able to.

So tomorrow it's Wednesday. have, what is that, what is that? I could have time after when do you have time?

Maybe I need to start as again. I'm fully booked or do you have some slots? No, it's not too bad.

Okay, would you have time at like three? Yes, yes. So we do leech scraping and was there anything else?

Hmm.

@1:23:03 - Milo den Doop (Assessio)

Or was it needs craving Germany? That's the one. Just just Germany. I booked it now.

@1:23:10 - Jonathan Riis Gilmartin (sunrise.dk)

Perfect. Thank you. I managed to add you but I'll do that. Oh, I did. Nice. Okay.

@1:23:19 - Milo den Doop (Assessio)

Great.

@1:23:20 - Jonathan Riis Gilmartin (sunrise.dk)

Perfect. Thank you very much.

@1:23:23 - Milo den Doop (Assessio)

Thank you too.

@1:23:24 - Jonathan Riis Gilmartin (sunrise.dk)

Have a nice evening.

@1:23:53 - Robbert van Driel

Thank you a

Sales NL CPQ + go-live training - 11 March 2025

Sales NL CPQ + go-live training X Sunrise - March 11