Case Study : Top Client A

Case Study :

Top Client A

Quiz # 12

Background

Put yourself in the shoes of the Account Executive who handles this case study. This is your journey on the different phases of the Sales Process.

Incoming Lead

You were checking the Contact Sales Inbox on Hubspot and saw 1 unassigned lead. The contact, Jerome Treadmill, is working for Stuffed - a leader in instant delivery service, and they are piloting Prescription delivery. They would be needing a telemedicine platform and would like to schedule a demo.

Multiple Choice

It is not your lead time, but you see that no one has attended to the demo request. What will you do?

• Nothing. It is not my lead time

• I will tell the person assigned to attend to the lead

• I will reply regardless of whose lead time it is

Open Ended

An inquiry received during VSee business hours should be addressed within how many minutes?

Multiple Choice

An inquiry received outside VSee business hours should be answered within

• 5 minutes max

• 10 minutes max

• 15 minutes max

• 30 minutes max

• 1 hour max

Multiple Choice

Now, let's tag the lead in Hubspot. What lead status should you select after replying to the inquiry- but have not received any response yet?

• New

• Attempted to Contact

• Connected

• Cold

• Unqualified

Multiple Choice

Don't forget to tag the Lifecycle stage. What should you select?

• Subscriber

• Lead

• Marketing Qualified Lead

• Sales Qualified Lead

• Opportunity

Open Ended

Why is it important for us to religiously and correctly tag the lead status and lifecycle stage of the lead?

Qualifying the Lead

You would like to know more about this lead. You saw that the number of providers mentioned in the form was -2. You did not see any pre-populated information about the company on Hubspot.

>>>

Open Ended

What are the different steps you would make to know how big the lead is?

Open Ended

With the information you have gathered, you have learned that Stuffed is backed up with big investments, offers the lowest rates versus its kind, and is rapidly spreading its reach in different key US cities.

You also received confirmation of the demo schedule with Jerome. Knowing that this might be a potential big deal, what would be the first thing that you would do?

Demo / Meeting

Great! We now have a scheduled meeting.

>>>

Multiple Choice

Jerome prefers to meet you through Google Meet, what would you do?

• I would suggest we meet via VSee Conference Room

• I would suggest we meet via VM

• I will meet him through Google Meet

Open Ended

What would be your back-up plan if Google Meet has issues?

2nd Meeting

It was a successful call. We meet all the requirements of Stuffed, and Jerome would like to introduce us to their Team to further discuss how we are fit to their needs.

Open Ended

We will be having a demo with a larger Team and have a more detailed discussion on Stuffed plans for their prescription service. They are asking us to sign an NDA. What is an NDA and why is it important for both parties to sign one?

Open Ended

Where would I find a copy of our NDA? Copy and paste the link here.

Deep Dive

We are on a roll! This time Stuffed will meet the key people from VSee for the Stuffed project.

We will be having 2 deep dives.

1 - Technical deep dive: to discuss the engineering work needed

2 - Clinical deep dive: to discuss the different service lines, intake form customization and provider deployment needed (through TAD)

Multiple Select

Who will be included in the technical deep-dive? Check 3 who should be in the meeting

• Anne Chang

• An Nguyen

• Harry Dang

• Torrey Lyons

• Anton Tolkachiov

Multiple Select

Who will be included in the Clinical deep-dive? Check 3 who should be in the meeting

• Erika Chuang

• Patricia Aboboto

• Penny Ng

• Jill Cruz

• Harry Dang

Open Ended

Why should you be attending both deep dives? What would be your role in this project and how important will your contributions be?

Agreement / Contract

There were a few haggling and back and forth conversations, but we were able to finally come into agreement!

Open Ended

Stuffed is asking for a copy of our W-9. What is a W-9 and why is it needed?

Open Ended

Where will you find a copy of our W-9?

Project Management

The contract has been signed and we better start rolling our sleeves.

Open Ended

Stuffed boasts itself of practising the Agile approach in project management. What is the Agile approach and what are its benefits over other methods?

This is just the beginning

Prepare for more exciting things to happen

Fill in the Blank

Which client are we referring to in this case study? Stuffed is ___________

Thank you for participating.

Answers to open-ended questions have automatically been marked correct. You answer will still be reviewed and graded manually.