Table of Contents

How to Prospect Using Quick Call (BDRs)

Before using the Mockingbird app, please set up the following:

How to prospect using Mockingbird
  1. Navigate to the Mockingbird app. Click on the nine dots. Begin typing "Mockingbird" and click on Mockingbird (Sales Engagement) from the list.
  2. Perform a school/district search by using any of the filter options. Click the Filter Schools button. Click on the icon to the left of the school name to prospect that account.
  1. Ensure the Total Active Paid Subscriptions, # of Open Opportunities both are "0", the Contract Levels list No Active Contract, and the Earliest Unexpired School Subscription has nothing entered. In the Activity section, view any important information there. For example, if an AE has left notes.
  1. Within the Leads or Contacts list, identify the lead or contact that you would like to talk to, and click on the phone icon next to the phone number. A pop-up of the number will display, click the phone icon. Salesforce dialer app will ring, answer to connect the phone call.
After you have the right party contact on the phone, select the "Active Schools in District" tab to reference as needed. Use this information as part of your call script to build credibility with the prospect.
  1. After the call, log a note for the lead or contact. Click on the down arrow next to the lead or contact's name and click Log Activity. Select the applicable activity code and type in any necessary information.
  • CC-RPC = Cold Call, Right Party Contact
  • CC-No RPC = Cold Call, No Right Party Contact
  • FU-RPC = Follow Up, Right Party Contact
  • FU-No RPC = Follow Up, No Right Party Contact
CC: any initial call with a contact that we have not built rapport with. FU: any follow-up call where we set a reminder or task to call the person back at a later time after connecting previously.
  1. To book a demo, click on the down arrow next to the lead or contact's name and click Schedule a Demo. This will open the Account Executive's Calendly event page. Select an available time and date. Click Confirm. The fields will populate for you. You will leave a note in the required field. The note will look something like this:
  • Title, Person's Name, School Name, District Name, Contact Number IF there is more than one person, add the details for the lead or contact as well. Add yourself as a guest so that the demo shows up on your calendar. Click Schedule Event.
  1. If you scheduled a demo, create an opportunity record using these instructions. Ensure you fill out the demo fields on the opportunity record.
  2. If sending an email through Salesforce, Click send an email to send an email to the contact/lead. The recipient will default to the email address associated with the lead or contact you selected. Enter an email subject and email message. Click Send.
  3. Repeat the above steps as you continue to prospect through Quick Call.
Contact Management
BDRs create only contact records.

What are contact records? Contact records in Salesforce store information about the people we do, or have done business with (Customers) or potential customers.

What are lead records? Lead records come from our website today - trials, demo, and quote requests.

How Do I Manage Contacts in Salesforce?

  1. If the person you speak to does not exist in the lead or contact list, Click Add Contact. If the contact's email exists in Salesforce, the contact will be related to the account.

The giphy below shows how to relate an existing contact to an account.

The giphy below shows the Related Accounts on the contact record.

  1. If it does not exist, click Next, and add the contact's first name, last name, phone number, and title. Click "Next". Select Yes to add another contact or click No to save the contact record. Click Next. The contact has been added and related to the account.
When creating a new contact record, enter a valid First name, Last name, Email, and Phone Number. For leads who do not want to give their first name, you may enter a salutation like Mr., Ms., Mrs., Dr, etc.
  1. If you would like to remove and replace a contact with a new contact record, click the down-arrow and click Manage. Click the radio button next to Replace with another contact. Enter the contact's email and click Next. Complete the fields. Click Next.
  2. To remove a contact or lead click the arrow next to the contact or lead's name click Manage and select No longer at account to remove the contact completely. You will use this when the contact or lead is no longer at the school/district. Click here to see the article on how to remove bad leads.
For video training:

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Helpful terms:

How did we do?

How Do I Create an Opportunity Record? (BDRS)

Installation Steps to Complete for Mockingbird

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