Zebrafi for Business Development

The goal of a great Business Development Rep (BDR) is to turn over a qualified deal at Power because only then can it be added to the pipeline. 

1. Create a target list that includes companies that you know are Zebras
   • Zebras skip lead status and are worked as Accounts
2. When you know it’s a Zebra, create an Account in Salesforce (syncs w/Zebrafi )
   • Use the following Account naming convention for easy tracking, "BDR – Company Name" 
3. Add Contacts in Salesforce (syncs w/Zebrafi)
4. In Salesforce, click “Open in Zebrafi” link on account screen to automatically open that account in Zebrafi. 
5. In Zebrafi>Account>Strategic Insights section>Complete Research Dossier
6. In Zebrafi >Account>Zebra Score the minimum total score is 8; Organization >3, Operations >3 and Access to Power =2)
7. In Zebrafi>Account>Strategic Insights section>Complete Penetration Message
   • Resources – Research & Case studies
8. Track touchpoints in Salesforce or Zebrafi
   • Add reminders or tasks in SFDC
9. Prepare to turn the Account over to Sales
   • In Zebrafi>Account>Strategic Insights section>Research Dossier, Add the Penetration Message details that caused Power to agree to meeting 
10. Bus Dev>Sales Turnover – Review Account, Contact(s) and Research Dossier 
11. Sales creates the Opportunity and sets the stage to “Meet with Power”
12. After meeting with Power and gaining sponsorship to “Partner to Verify Value” real pipeline has been created.