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From YouTube: Sales Development Group Conversation
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A
Director
of
Sales
development
and
for
today's
group
update
for
the
full
XDR
org
we're
actually
going
to
do
a
little
bit
different
here
in
a
minute.
I'm
gonna
pass
it
off
to
Mona,
who
recently
came
on
to
lead
the
BDR
team
and
she's
been
a
great
job
and
I
wanted
her
to
share
those
updates
with
everybody
here
to
set
the
stage
here
for
this
I'm
currently
at
the
marketing
leadership
off-site
in
Raleigh,
North
Carolina,
where
we're
having
good
meetings
here
and
I'm.
A
I
just
wanted
to
highlight
our
leadership
team
and,
as
a
lot
of
people
know,
Mona
joined
us
I
think
just
about
six
weeks
ago
and
is
already
having
a
huge
impact
to
lead
the
inbound
side
and
like
the
SMB
mid-market,
the
commercial
segments
globally
from
a
BD
our
perspective
here
and
then
the
other
announcement
I
really
was
excited
to
share
with
everybody.
Is
we
hired
Jay
Thomas
Burroughs
there
and
no
disrespect
to
the
existing
team,
myself
included
with
the
smaller
pictures
there,
but.
C
C
C
That's
definitely
been,
our
focus
is
making
sure
that
were
optimizing,
the
way
that
we
work
so
that
we
can
tackle
every
lead
as
soon
as
it
comes
in
and
make
sure
that
writing
quality
responses
to
or
getting
them
routed
to
the
point
person
do
respond.
So
we'll
talk
a
little
bit
about
what
we've
done
so
far.
Okay,
we're
not
nearly
complete
what
we're
doing
so.
We'll
talk
a
little
bit
about
our
concerns
and
some
of
the
asks
that
we
have.
C
That
could
immediately
help
us
and
then
focus
a
little
bit
about
on
what's
coming
next
and
where
I'm
gonna
start
directing
some
attention
and
leaving
room
at
the
end
for
some
feedback
in
questions.
So
starting
off
the
biggest
thing
that
came
out
of
my
conversations
with
the
BTR's
was
just
in
their
management
of
all
of
these
leads
that
were
coming
to
them
and
basically
the
issue
that
they
were
having
is
they
kind
of
had
one
view
that
has
really
kind
of
lead,
whether
it
was
engaged
with
us
or
not?
It
was
all
mixed
together.
C
It
was
really
hard
for
them.
What
would
is
priority
and
where
to
spend
their
time?
That
day
came
in
and
most
of
them
had
lead
views.
It
had
2,000
plus
leads
in
them,
and
so
we
really
spent
a
lot
of
time
prioritizing
how
they
would
work
and
make
sure
that
they
weren't
missing.
Anything
that
came
into
those
views
so
well
you'll
see
on
the
left
is
what
we've
added
to
the
handbook
on
our
priority
process,
and
this
is
what
they
come
in
every
single
day
and
they're.
C
So
we're
still
working
on
this,
but
this
is
a
big
piece,
is
just
having
that
bubble
up
to
the
top
priority
for
the
BDR
team,
and
then
we
want
it
to
section
out
which
trials
were
getting
started,
and
so
you
love
these,
but
we
just
started
deciphering
in
each
priority.
How
we
would
work,
how
would
easily
be
able
to
sequence
them,
etc
with
regards
to
sequencing,
we
use
outreach,
and
so
what
we
did
there
was
we
started.
Building
sequences
that
would
have
either
high
touch
or
low
touch.
C
We're
going
to
start
off
just
making
sure
that
we're
reaching
out
with
some
sort
of
human
email
to
them,
so
we've
got
them
classified
by
both
the
SAS
and
the
on-prem
so
that
we
can
start
looking
at
which
ones
are
we
getting
better
conversions
with
and
just
making
sure
that
we're
being
able
to
get
data?
That's
going
to
be
relevant
at
the
end
of
all
this
on
what
you
know?
C
What's
working
for
us
so
with
these
new
views
with
the
new
sequences
it,
this
is
just
basically
made
a
way
for
the
BTR's
not
to
rely
so
much
on
their
nql
email
alerts.
That's
how
they
were
managing
leads
before
I've
gotten
the
hair
videos.
Now
start,
you
know
they're
just
putting
a
filter
into
their
Gmail.
All
of
those
requests.
All
of
those
alerts
are
going
into
that
specific
folder
because
they
basically
don't
need
to
see
them
anymore.
C
They
can
just
go
to
their
views
and
all
of
their
leads
are
in
those
views
in
order
of
priority.
So,
based
on
this,
we've
seen
that
the
results
so
far
are
pretty
promising.
We
are
almost
halfway
to
our
goal
and
that's
for
the
quarter
already
so
seeing
a
lot
of
you
know
traction
just
by
fixing
these
two
things,
and
this
is
no
way
a
complete
we're
nowhere
near
full,
optimization,
so
we're
just
excited
about
where
we're
getting
started.
It's
also
allowing
us
to
manage
a
lot
more
leads
and
December.
C
What's
that
being
said,
it
is
a
lot
to
manage,
so
we
have
a
lot
of
leads
that
were
tackling
you
know
right
now.
This
is
kind
of
a
we're
gathering
data
to
kind
of
understand
a
little
bit
more
about
what
we
should
or
shouldn't
be
touching.
There's
a
quote
here
from
your
grants,
revenue
and
he
basically
kind
of
did
400
leads
as
the
top
what
they
should
be
managing
every
month.
C
They're
definitely
think
that
we
can
do
some
things
so
that
we
are
optimizing
which
ones
were
focused
on
which
ones
are
most
likely
to
convert
right
now
we
kinda
have
a
low
impress
hold
and
so
we're
putting
a
ton
into
sequences,
but
at
some
point,
hopefully
after
we
analyze
some
of
this
we'll
be
able
to
pull
out.
Ok,
what
actually
should
come
to
them
versus
maybe
getting
her
to
be
a
little
bit
more
vine
marketing.
C
You
can
see
that
we
have
a
lot
of
bad
data
and
unqualified
leads
about
1,500
out
of
the
4500.
They
worked
last
month,
fall
into
that
category,
so
just
being
able
to
see
if
we
can
start
diagnosing
that
it's
routed
to
them
would
be
really
helpful.
We
also
made
a
shift
and
we
started
having
the
SB.
So
now
the
BTR's
are
focused
on
SB
leads,
except
for
those
where
contact
is
requested.
C
Those
contact
requested
SP
leads
are
going
directly
to
the
sv
team,
but
we've
picked
up
everything
else,
hoping
that
by
managing
that
the
SPG
team
can
say
you
know
just
uber
focused
on
the
highest
priority
leads
for
them,
so
we're
focused
on
SB.
Now,
which
means
that
we're
also
getting
a
lot
of
technical
questions,
and
sometimes
those
can
be
time-consuming
just
trying
to
get
them
an
answer
that
works
for
them
by
going
to
the
documentation,
etc.
C
They
are
ready
to
go
on
to
the
next
stages
in
their
career,
which
is
awesome
and
well-deserved,
and
so
we're
making
a
plan
for
them
to
portion
it
out
of
their
time
to
development.
But
at
the
same
time
as
those
transitions
happen,
I
also
need
to
work
on
a
backfill
plan,
because
I
wanna
make
sure
that
this
side
of
the
business
doesn't
lose
any
ground.
When
we
promote.
C
Some
immediate
asks,
or
is
in
relationship
to
the
duplicate
issue
that
we
have
right
now.
There
seems
to
be
like
no
limit
to
how
many
trials
someone
can
take
out
and
sign
up
in
the
product,
but
it
can
be
really
time-consuming
for
the
BDR
is
to
have
to
merge
all
of
these
leads-
and
this
happens
repeatedly,
and
so
one
of
the
things
that
I
need
to
start
working
with
operations
or
I'm.
C
Another
time
consuming
or
a
actually
loyola
can
be
time
consuming,
because
we
have
to
look
in
discover
org
for
it,
but
we
have
a
very
big
lack
phone
number
so
out
of
the
eight
hundred
MQL
this
month
that
have
come
in
there's
only
four
that
have
phone
numbers
so
that
doesn't
allow
us
to
do.
You
know
to
leverage
all
the
channels
that
we
would
like
to
we're
reaching
out.
So
just
considering
whether
or
not
we
asked
for
phone
number
on
the
phone
would
be
huge.
C
As
far
as
what's
next
I'm
gonna
start
working
with
Jay
on
the
APAC
process
and
just
figuring
out
what
works
for
us,
that
might
be
that
all
would
also
work
for
their
team
in
regards
to
inbound.
So
we've
started
those
conversations
we're
going
to
carry
those
on
and
hopefully
get
that
team
to
where
the
they
get
a
ton
of
leads
and
so
just
being
able
to
manage
those
effectively
for
them
would
be
a
great
some
great
progress
made
to.
We
also
are
going
to
work
on
the
BD.
C
C
All
of
this
doesn't
need
to
run
through
me.
We
have
some
folks
that
are
really
interested
in
certain
areas,
and
so
I
want
to
give
them
opportunities
to
lead
in
those
areas
and
bring
back
to
their
peers.
How
specific
things
could
work
better
or
just
making
sure
that
they
have
the
information
they
need
to
follow
up
on
campaigns,
etc,
and
then,
lastly,
just
transferring
any
working
processes
that
we
start.
Creating
that
we're
seeing
are,
you
know,
yielding
great
results
for
the
BDR
team.
C
We
want
to
make
sure
that
we
transfer
that
over
to
other
teams
who
are
also
managing
leads,
so
that's
something
that
we're
working
to
make
strides
in
right
now
as
well,
and
that
I
think
brings
me
to
the
end
and
I'm.
Seeing
a
lot
of
the
number
on
my
chat
has
continued
to
go
up
so
I'm,
assuming
that
there's
well
not
being
able
to
get
to
that.
Actually
so
Ashton
my
chat
isn't
coming
up.
So
I
can't
see
what
anybody
is.
Writing
no.
C
A
C
We
don't
have
a
space
right
now,
honor
on
our
record,
to
actually
show
reason
for
unqualified.
That's
something
that
we're
looking
to
add
as
well.
I
think
that
yeah
I
would
say
that
we,
we
know
what
the
bad
data
is
I,
wouldn't
say
on
the
unqualified
right.
Now
we
get
things
like
students,
so
they're,
not
necessarily
people
that
could
actually
result
in
pipeline
for
us.
So
those
go
into
unqualified.
We
send
them
an
educational
email
before
we
didn't
qualify
them,
but
we
love
marketing.
C
They
understand
hey
this,
isn't
somebody
you're
sending
this
to
us,
but
we
can't
actually
do
anything
with
it.
So
that's
one
that
I
know
about
that's
a
common
one.
Outside
of
that,
I
would
say
that
yeah
it's
it's
just
either
wrong
title:
we're
not
getting
the
right
person
right
now,
I,
don't
think
we
run
qualifying
for
folks.
That
are
the
interest
comes
later.
We
would
put
them
in
to
nurture
so
unqualified,
doesn't
entail
people
that
are
just
a
not
now.
C
D
You
can't
import
data
from
discover,
auger
account
level,
so
that
might
be
something
that
would
be
more
done
by
the
STRs
than
the
BDO's
and
at
the
moment
the
videos
don't
have
access
to
discover
all.
So
that's
something
else,
I
think
is
gonna
be
fixed,
but
yeah.
We
can
pull
it
in
account
level.
If
we,
if
we
pull
in
maybe
specific
people
from
the
account
or
you
know
a
whole
bunch
of
leads
from
the
account,
but
we
can't
auto
do
it
has
to
be
manually.
B
E
E
Well,
alright,
I'll
come
back!
Oh,
can
you
guys
hear
me?
Sorry,
no
I,
just
commenting
you
look
at
lead
problem,
I.
Think.
If
you
work
with
the
Salesforce
team,
you
should
be
able
to
address
it
a
few
different
ways.
You
can
put
a
merge
button
on
the
ListView,
so
your
folks
don't
have
to
click
duplicate
and
have
some
other
very
few
clicks
and
also
I
would
look
at
doing
during
the
import
of
those
leads
systematically
merging
them.
At
the
same
time,
styles
forces
to
review.
Is
this
an
existing
record?
D
E
True
then
I
was
gonna.
Ask
that
question
if
you're
using
your
same
credentials,
you're
not
allowed
to
take
out
more
than
one
trial
we
have
to
in
the
backend,
allow
for
it
if
they
want
another.
So
my
other
question
was:
where
are
these
leads
coming
from
I
mean
you
almost
want
to
do
a
deep
dive
to
say
how
is
this
happening
and
maybe
resolve
that
issue
as
well?
Yeah.