SDR Upstream: Vetting & Preperation

SDR/FCAE Responsibilities

Always associate Contacts with the Parent Company as the Primary Company.
Ensure you are set as Company Owner of the Companies you’re working.
- A workflow will then assign all associated Contacts to your name too.
Confirm Company Owner before creating Deal (wait 1 minute after updating).

Lifecycle Stage vs Company Stage

Lifecycle Stage will inform you of if someone is a Customer or not
- If Lifecycle Stage = Customer, then they are a Customer
If Lifecycle Stage =/= Customer, then the Company Stage will inform you on which stage of outreach someone is in
- Untouched, Calling, Qualified, Demo Booked, Archived Sellable, Archived Unsellable
Do not contact lifecycle stage = IQL (Information Qualified Lead), nor Customer.

Inbound SDR SLA

Remember to follow the Inbound Flow documented here, adapting for each market.
- Part of vetting includes understanding if someone is already in an active outreach to this Contact or Company.
Always make sure the inbound Contacts are assigned to Companies before outreach.
- The majority already will be, but a minority won’t be assigned to Companies when they come in
It is possible that a Contact you’re reaching out to has opted out of certain forms of email communication. In this case you can’t enroll them in a sequence, but you can send them individual emails by selecting a “One time legal basis” to contact them.
- Please select “Legitimate Interest - Lead” and Hubspot will allow you to email these Contacts.