Looking to get started as a Qualified Sales Rep? This guide is the first step towards getting up and running on Qualified and preparing for your Qualified Sales Rep certification.
Think about the last time you walked into a clothing store. If it was a good shopping experience, you may have been greeted by a sales representative when you walked in: “Hi! Anything I can help you with?”
Perhaps after shopping a bit, the representative offered you a fitting room, recommended a complementary outfit, or offered to look in the stock room for a specific size or style. The representative was focused on making it a good experience for you.
B2B companies don’t often have a physical storefront where their reps can greet visitors, but they do have a website. Qualified facilitates immediate conversations between businesses and buyers on their website. In particular, it allows for personalized experiences, much like you have as a consumer with Amazon, Netflix or Apple.
Unlike others, Qualified is the conversational sales and marketing platform that runs natively on the Salesforce platform. If you’re a sales rep working in Salesforce, Qualified is purpose-built for you. It uses information in Salesforce, information from Reverse IP or Enrichment tools and information from your other connected tools to help you talk to customers.
Qualified traverses all of your data systems in milliseconds to form a complete profile of every visitor on your site, pulling in information from Salesforce, from Sales Engagement tools, ABM platforms, marketing automation platforms and more -- into a Qualified Visitor 360.
Qualified can also use Salesforce to intelligently alert and route visitors to specific sales reps, so you can engage buyers in real time. Finally, since we don’t work around the clock and take vacation - you can use chatbots to scale by engaging, qualifying and capturing leads when sales reps aren’t available to take that chat. But an experience with a human visitor will always be stronger than an experience with just a chatbot.
As a sales rep, you’re probably thinking: “I don’t have the time to talk to everyone on our site.” Conversational sales and marketing isn’t about talking to everyone -- it’s about talking to the buyers that you want to sell to most, the qualified buyers.
Qualified allows salespeople to be alerted when those qualified buyers arrive on the site, to know and see everything they do on your site and to engage in a real-time sales conversation.
By the way -- have you ever called a company and waited as the phone rang...and rang...and rang, until you eventually hung up? Qualified is focused on real-time sales conversations - in fact, sales reps are 100x more likely to have a conversation if they can get to a visitor within 5 minutes and 20x to generate a qualified lead when you have a conversation within those 5 minutes.
When Qualified is ready for you to use, you’ll receive an email from email@example.com with an invite to join your company on Qualified. After setting your password, you’ll be at the Qualified home screen.
In the top left, you’ll see icons that allow you to switch between the different live stream views: map view, list view and the card view, which is the most popular way to use Qualified.
In the bottom left, you’ll see an alarm bell to view your notifications, your profile picture and a gear icon for settings. You’ll use these buttons to toggle your availability, alerts, configure your profile, upload your picture and connect your calendar, Salesforce and Slack.
In the top right, you’ll see other team members using Qualified that are currently marked as available for conversation.
In the Qualified card view, you’ll see all the visitors that have been routed to you for conversation. This may or may not include all of the visitors on your company’s website.
Visitors are segmented into different live streams, custom configured for your company and matching the terminology you use internally to segment traffic. Your highest-priority visitors will be on the far left and most recent visitors on the top.
The visitor cards you see have been configured specifically for your company to show some of the data known about this visitor. At a glance, you can see their activity. Use this data to make a judgment call about pouncing.
When you click into a visitor card, you’ll see three columns: the Visitor 360, Live View and the conversation panel.
The Visitor 360 panel shows everything known about this visitor and the company they work for, along with data from your internal systems, like Salesforce. We’ll get into more info about what types of detail appear and how to use it in a conversation during sales training.
Live View shows you exactly what the visitor is doing on your site in real-time, along with a timeline of their browsing activity on your site. Think of it like a Zoom meeting that you’re already in with this visitor on your site.
Finally, you can start a conversation with a visitor by clicking on the purple “Start a Conversation” button at the top of the conversation panel. You’ll have the ability to chat instantly, place voice calls, and offer meetings when in a conversation.
Qualified sales representatives can interact with potential buyers on their website in one of two way: inbound chat or pouncing (also known as out-bounding). More information about each of these can be found in the guides linked above, but we’ll go over a short description of each here.
Visitors to your website likely fall into one of two categories: visitors who want to have conversations with you (inbound chat) or visitors who you want to have conversations with (outbound chat via “pouncing”).
For an inbound visitor, they may be routed to you via a chatbot that has asked qualification questions (such as email address) or may have met specific criteria and your administrator has determined that they should be routed for inbound chat. Sometimes, they may have simply clicked a “Contact Us” button. Routing rules configured by your administrator determine which rep or reps should field this inbound request. Depending on your system configuration, you may receive a Slack, Microsoft Teams or alert in your browser or the Qualified desktop app.
Sales reps using Qualified can be most impactful when they outbound chat, or what we call “pouncing”. By pouncing on website visitors, you’ll get more leads and more meetings, faster. By reaching out to visitors proactively and using information from the Visitor 360 or Live View, you can have a specific and targeted conversation, providing them with access to the information they need before they leave your website.
It takes some time to perfect the perfect pounce that gets a response and to hold discovery over chat or voice call. We’ll get into more about the art of pouncing during our sales training.
We’re so excited to start sales training with you and your team. By reading (or hey, even skimming) this guide, you’re already ahead of the curve. To ensure you’re set up for success before our team leads training, we highly recommend completing the six steps below:
To start configuring your profile, click on the icon on the bottom left hand side of your screen and select ‘Settings’ as shown below:
Once in your profile, you’ll want to add a few key things:
Profile Picture: Adding a photo makes you more human and appears in your chats with visitors. Visitors will engage more if they know you’re not a bot. We highly recommend a professional headshot.
Job Title: Some reps have placed ‘human’ as their job title to show visitors when they are speaking to a bot vs. human but feel free to place your real job title here. It will also appear in your chats.
Phone Number: Enter your phone number if you'd like to forward calls from the app to your own cell phone or other telephony system. (Qualified will never display your personal phone number to visitors).
Time Zone: Make sure your time zone is correct, so that Qualified can book meetings in the correct time zone for you.
Next, you’ll want to connect your calendar to Qualified. By doing this, Qualified will be able to see free time on your calendar and allow website visitors to schedule time with you. Nothing converts a prospect to a buyer like a meeting with a real person, so this is critical!
To do this, connect your calendar to Qualified by navigating to Settings > Calendar, and then select the calendar you use at your company. More information can be found in the Using Google Calendar or Using Microsoft Calendar articles in Qualified University.
After connecting your calendar, you’ll see a text area under “Confirmation email”. This is the text included in any calendar invites sent to visitors that book a meeting on your calendar. In order for you to connect and have a virtual meeting, you’ll need to add your personal meeting link where you see [PASTE YOUR MEETING LINK HERE].
Does your company use Zoom? We highly recommend using the Zoom personal room, a permanent link to a meeting room specific to your account. Since this link always stays the same, it’s convenient to share with others for quick sales meetings. To find this, log in to Zoom.us, click 'Personal Meeting Room' in the top navigation, copy your join URL (which will look like https://us02web.zoom.us/12345567) and add it to the “Confirmation email” area of the Qualified calendar settings.
Below the “Confirmation email” area, you’ll find “Set your availability”, “Minimum meeting notice” and “Buffer between meetings”.
Minimum Meeting Notice: This tells Qualified to not let visitors book a meeting right away while they are on the site, but rather to give you some notice ahead of time before allowing them to book. For example, if a visitor is shown the meeting booker at 1:00pm, you can configure Qualified so that the next available meeting is at least 30 minutes out -- at 1:30pm.
Buffer Between Meetings: This buffer allows for you to take a quick break between calls so that you can grab some water, or prepare for your next meeting.
As a sales rep, you likely work pretty heavily in Salesforce and in your company’s collaboration tool. Let Qualified help you, by connecting to Salesforce so it can sync data and create Leads on your behalf.
Navigate to Settings > Salesforce > Connection in your account on the left hand side of your screen, and click the blue “Connect to Salesforce” button. Login using your regular Salesforce credentials.
You’ll also want to connect to either Slack or Microsoft Teams so you receive alerts and notifications when VIP visitors arrive to your company’s site. Be sure to click Slack → Connection or Team → Connection and click the button to sign into either Slack or Microsoft Teams.
You’ve almost made it -- by default, your browser may be set to block all website notifications (including those from Qualified!). You’ll want to enable these to ensure you’re alerted when a visitor has been routed to you. In Chrome and other browsers such as Mozilla Firefox, you can click on the lock icon in the URL bar to make sure you have notifications allowed.
All right. All six steps completed? Congrats! You’re ready for Qualified Sales Training. Get ready to learn how to use Qualified to build pipeline and crush quota! See you there!
Still Have Questions?
If you have any questions, feel free to chat with us using the Qualified app on this page or reach out to the Qualified technical support team.