Holly Hunt, relationship coordination manager for Beck Technology, helps account executives find general contractors that are a good fit and serves as the first point of contact for companies exploring the DESTINI suite products.
Before work every day, I have my quiet time and make sure I have some coffee and breakfast. No running or podcasts for me in the morning; coffee and some time with Jesus is all I need.
Mondays tend to go quickly around here. This Monday was probably one of the busiest to date, as we are in the middle of implementing three new technologies to our sales stack. I just wrapped up one of those today.
This Monday started off with a sales meeting including myself; our COO, Stewart; director of marketing and communications, Julie; and account executives, Nicholas and Tyler. Because my role includes inside sales, I spent most of this meeting making sure I’m up to speed on what is happening with outside sales. Tyler and Nicholas both presented on their pipelines (current opportunities) that are set to close this quarter then talked about a few future deals they needed our input on. When they finished, I shared my own updates, which today were about PandaDoc—a new technology we are implementing—and our upcoming scheduled webinar.
Precalls: Finding a good fit
The biggest part of my job is presenting Nicholas and Tyler quality opportunities with companies that are a good fit for us, so we can eventually start the sales cycle. This process starts with inbound interest in the form of a demo request through our website. I follow up requests with an email asking for a good time to call, simply saying I’d like to hear more about their organization’s preconstruction and/or estimating process and what tools they are currently using. These precalls, as we call them, usually last about 10 minutes.
After the sales meeting today, I had what was probably my longest precall to date, at over 30 minutes. The prospect shared current challenges his company is facing and how he sees our technology improving their process. For example, they need a 5D cost estimating solution because Excel sheets are no longer compelling enough (if they ever were) to show an owner. They are also searching for an intelligent model that updates the estimate when the model is updated and vice versa. The end result of the call was my sending some collateral for him to distribute to his team and also scheduling a web demonstration for Tyler. I make sure to log these calls into Salesforce (our CRM) but also fill in Tyler or Nicholas on any new opportunities and the specifics the potential client has asked that we focus on in the web demonstration.
PandaDoc: Making the “maiden voyage”
After making my precalls, I turned my attention to PandaDoc, the first technology of three that we are implementing. PandaDoc stores document templates for us and can populate those documents with data from Salesforce, saving us a lot of time in our communication with existing and potential clients. I am in charge of working with the PandaDoc representative to get this up and running.
As of today, we had completed the enterprise proposal template, designed for companies looking to adopt software enterprisewide, and tied it into Salesforce. PandaDoc built the template for us, but I had to link all Salesforce fields to this document in order for it to work as we needed. We also had to incorporate our Statement of Work and End User License Agreement (EULA) documents to the template so Tyler could get the first enterprise proposal out the door today. After working out out a few last minute kinks with PandaDoc, we sent the proposal and made the “maiden voyage,” as Tyler and Stewart called it.
PandaDoc gives us a lot of information that we wouldn’t otherwise have when sending a client a proposal, presents better to the client, and as mentioned previously, saves us a lot of time! Previously, Tyler would spend 4-5 hours on an enterprise proposal. Today’s only took him 10-15 minutes.
Because I live so close to the office, I sometimes go home to make my own lunch and read (currently hooked on the Sword of Truth series) or get my gym clothes for after work. Since I’m leaving town later this week for my mom’s 60th birthday trip, I knew I had limited days to cook my delivered Home Chef meals. I prepared some buffalo turkey meatballs for the meal later tonight.
Ending the Day: A smattering of tasks
After returning from lunch, I started my more-miscellaneous tasks. Occasionally, I help the sales team by creating new collateral or offering a critical eye on specific presentation material. Graphic design is my passion, and my team tries to present me with those opportunities when they arise. In this case, Tyler had to wrap up a presentation he will give at a client’s office tomorrow. I updated the presentation with the graphics we have discussing our process (i.e. exploration and the client engagement timeline) and gave the presentation a cleaner look and more relevant information, like customer quotes.
My next task was a webinar run-through. I coordinate our monthly product webinars and am responsible for working with our team to find presenters, sending invites, setting up webinars, introducing the presenter, asking questions, and, finally, editing and sending the recording to those who registered.
At Beck Technology, we make a deliberate effort to live and breathe our PIC culture: passion, innovation, caring. As part of that, this year we wanted to make sure everyone knew we cared about their birthdays by giving birthday cards signed by the entire team. Today, I had to make sure everyone signed the latest card and get it in the mail to one of our remote employees.
I ended my day by diving into a little bit of what will be our second, new technology we are adding to the sales deck: SalesLoft. I set up my account and made sure to link my email so I could continue on the next day.
As you can see, my day holds a variety of tasks and responsibilities. From precalls, to creative opportunities, to learning new technology, you never quite know what tomorrow holds.