goldenlazard

Senior SDR

Using Typeform as opposed to a Discovery/Qualification funnel

Whats up savages?🐬 Happy Tuesday.🐬

I just realised, why the hell am I wasting 20 minutes of my time (and worse, the prospect's time) to do a qualification call before the discovery/demo call?

Context: As a lowly SDR grunt, I essentially have 10 questions that I have to rattle off to prospects before I can fob them off to my AE*. Since its more or less the same questions, why not send a typeform quiz link to my prospects?

*I should note, these prospects aren't the DM. The idea is to talk to these contacts first and then use the qualification data to approach DMs. Ideally I would treat everyone as a DM but hey what can you do?

Obviously if I cold call them and they pick up-and don't try and make me cry on the phone, then I'll ask them the questions then and there-but if I'm emailing them perhaps this is a better way?

Keen to know your thoughts.

(for any of you boomers who don't know what typeform is, its an online quiz form platform which lets you send fancy designed quizzes which are more enjoyable to complete than a google form)

Is it a monkeypox-tier idea to send a typeform quiz? 🤡

Attached poll

Bro this is genius no this is stupid. 🐬 dolphin screeching 🐬

*Voting in this poll no longer yields commission.

💌 Cold Emailing

👨‍🌾 SDR

13

21 comment

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braintank

Politicker

6

Enterprise Account Executive

If they agree to the meeting you can send the quiz beforehand saying: "can you please answer these ahead of our call? It'll make the meeting more efficient."

But sending a quiz to a cold prospect in the hopes they'll fill it out isn't going to work. Put yourself in their shoes: You think they got time to fill out random quizzes from strangers?

braintank

Politicker

3

Enterprise Account Executive

Also, rare to hear qualification/discovery/rapport building described as a waste of time...

jefe

Arsonist

2

🍁

Yea that threw me too.. It's one of the most important phases... if not the most important part.

Notmyrealname

Politicker

5

AE

I'm going to say this is stupid because I'm assuming the idea is send the qualifying questions as part of a cold outreach email cadence? This is too self-serving for that IMO.

I'd make exceptions though:

1. Prospect agrees to meeting via email and you email back quiz instead of calling/emailing questions individually. Pro - If the contact is hard to reach by phone this will make life easier. Con - a call here will likely get more/better info and is a bit more personal.

2. No reason why marketing can't spam a few thousand contacts with this to get really strong MQLs. Pro - could open some contacts eyes to problems they weren't aware of/were low priority, if worded correctly. Con - marketing will 100% fuck it up.

NotCreativeEnough

Big Shot

1

Professional Day Ruiner

the only thing marketing fucks is it up. and probably their cousins or something

jefe

Arsonist

3

🍁

In a cold email, what value have you provided to deserve their time in filling out this quiz?

You have to earn a prospect's time and attention.

@Notmyrealname's exceptions MAY make sense though.

Gasty

Notable Contributor

2

War Room Community Manager

We tried something similar few years back. Totally backfired. Questionaire helps you, not the prospect. Prospects care about themselves, not you.

braintank

Politicker

1

Enterprise Account Executive

Bingo

goldenlazard

Politicker

0

Senior SDR

I got around that by promising an Amazon gift card if they completed it

CuriousFox

WR Officer

1

🦊

Send only if there are specific answers you need to prepare for your meeting.

FormerStartupJobHopper

Tycoon

1

AE

I don't think this is particularly likely to work even if they have already booked a meeting. You are making the meeting too high friction. They have homework to do before they get on the call, which they won't do bc they are busy/don't feel like it. Then they'll feel bad about not doing it and if they are like most prospects, they'll no show

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

Trying to automate selling even more than Gong? You were hired to provide a human touch not send forms.

goldenlazard

Politicker

1

Senior SDR

Yeah this is what frustrates me about the current strategy. Sales manager wants to try high volume low personalisation but I’ve only found success before hyper personalised and hyper targeted

Pachacuti

Politicker

0

They call me Daddy, Sales Daddy

Well ask yourself (and your manager) what happens when you get a generic, mass-mailed email? Assuming it gets through the spam filter, how much of it do you read before hitting the Delete button? I have it timed to <1sec.

SunTzu

Opinionated

1

Legendary Historical Figure

Typeform is too linear for a real disco call bro

NotCreativeEnough

Big Shot

0

Professional Day Ruiner

the titles i'm prospecting into I don't see it working. I don't have much luck getting info out of them prior to the call in general much less if I send them a form to fill out. I'm sure that wouldn't be the case for every industry though.

But hey why not give it a shot. worst case scenario is it doesn't work and you have an answer to your question!

Honch

Good Citizen

0

Senior Account Executive

I work in a pretty competitive industry so doing anything to put more work on a prospect prior to a discovery/demo call would do more harm than good.

Hard to compare apples to apples given I have already addressed there is a potential need (whether it’s expressed or I just caught their attention in my cold outreach) and am trying to get to a DM from the start. I set the call/meeting then I do my discovery, demo, and pitch all in one.

I just think of the WIIFM and can’t see myself adding work to a prospects plate by expecting them to answer a bunch of questions prior to even having a formal meeting.

washedD1soccer

Politicker

0

Regional Sales Manager

Good idea for B2C, wouldn’t do it for B2B.

SunTzu

Opinionated

0

Legendary Historical Figure

Your sales enablement and management are stuck in 3 eons past

MajorDick

Fire Starter

0

Business Development Representative

Do companies typically have qualifying questions on their 'book a demo' page, or is it ill-advised? I ask because the few inbound demo's I get are usually tyre kickers and my AE is short on time due to the number of booked meetings.

Kosta_Konfucius

Politicker

0

Sales Rep

dolphin screech being an option will always be an answer

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