A comprehensive guide for sales reps to learn how to set up their Drift account<\/p>\n","hero_image":{"ID":96478,"id":96478,"title":"Setting Up hero","filename":"Setting-Up-hero.jpg","filesize":130000,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Setting-Up-hero.jpg","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Setting-Up-hero.jpg","alt":"","author":"86","description":"","caption":"","name":"wp-attachment-setting-up-hero","status":"inherit","uploaded_to":90286,"date":"2022-05-04 17:55:31","modified":"2022-05-04 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the Guide","button_link":"#revenue-acceleration-learning-sales-0","bottom_cta":{"cta_title":"Revenue Acceleration Guide: Setting Up Your Drift Account for Sales","body":"","button_link":"#revenue-acceleration-learning-marketing-0","button_text":"Download the Guide","button_link_two":"","button_text_two":""},"trainings_super_index":{"image":{"ID":96479,"id":96479,"title":"Setting Up index","filename":"Setting-Up-index.jpg","filesize":67933,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Setting-Up-index.jpg","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Setting-Up-index.jpg","alt":"","author":"86","description":"","caption":"","name":"wp-attachment-setting-up-index","status":"inherit","uploaded_to":90286,"date":"2022-05-04 17:55:40","modified":"2022-05-04 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Think about the last time you went shopping. Maybe it was for shoes at Nike, a new jacket at Nordstrom, or a new product at Apple. Or maybe it was something simple, like buying a new light bulb at Home Depot.\u00a0<\/span><\/p>\n What was that experience like as a buyer?<\/span><\/p>\n Perhaps you have a memorable experience where you were treated like a VIP from the moment you set foot in the store, with a <\/span>personal shopper guiding you from one department to another.\u00a0<\/span><\/p>\n Now, think about a bad shopping experience. Those ones really stick out in your mind, right? You were frustrated, left waiting \u2014 the whole thing felt impersonal. You probably didn\u2019t rush to go back to that store. Maybe you even found a new place to shop.\u00a0<\/span><\/p>\n Unfortunately, in today\u2019s B2B world, a lot of buying experiences feel like the latter. Buyers are treated like leads, not people. Instead of a conversation, you get forms. Instead of instant communication with a rep, you\u2019re left waiting 24\u201348 hours for a response.\u00a0<\/span><\/p>\n Today\u2019s B2B buyers expect their experience to match that of their Nordstrom shopping experience.\u00a0<\/span><\/p>\n To keep up with skyrocketing expectations, you need to rebuild your sales process so that buyers can buy how and when they want to.\u00a0<\/span><\/p>\n That\u2019s where Conversational Sales comes in.\u00a0<\/span><\/p>\n Conversational Sales is about the buyer. <\/span>It\u2019s a new way of thinking that focuses on their goals first and puts your business\u2019 goals second. It’s the fastest way to build trust and credibility with buyers to turn them into customers.\u00a0<\/span><\/p>\n With Conversational Sales, your sales team can immediately recognize prospects from existing customers, personalize their engagement, and tailor pitches to create value. So then you can deliver the experience your customer expects.<\/span><\/p>\n Today, buyers are left to the mercy of forms while being shepherded down restrictive sales funnels. Very little in the process is transparent, and almost none of it happens in real time. Buyers have to wait for reps to reach out.\u00a0<\/span><\/p>\n This means buyers don\u2019t have any control, and it feels awful.\u00a0<\/span><\/p>\n We also know that it\u2019s no better for the sellers.<\/span><\/p>\n For sales teams, data is fractured and siloed. There\u2019s no 360-degree customer view. There\u2019s no window into the marketing work going on behind the scenes. Supporting buyers is a hassle.\u00a0<\/span><\/p>\n Sellers lack control. They fumble their way through with a fraction of the insights and access they need, which drives buyers away and gnaws at employee engagement \u2014 hurting your revenue along the way. Indeed, studies show that customer experience (CX) laggards grow revenue <\/span>six times slower<\/span><\/a> than industry leaders, and lax sales processes leave <\/span>28% revenue growth<\/span><\/a> on the table.<\/span><\/p>\n Buyers want trusted advisors, and the experience you give them can make or break the sale. The key is to adopt a way of selling that empowers your sellers while granting control to your buyers. You do that with the right Conversational Sales Formula.<\/span><\/p>\n With <\/span>the <\/span>Conversational Sales<\/span><\/a> framework, we can \u2014 and should \u2014 individually engage each buyer based on who they are, where they are in the buying journey, what prompted the engagement, and why they are interacting with you.<\/span><\/p>\n By thinking about these things, sellers can build deeper relationships with buyers in a more human, authentic, and personal way. They learn to act like a Nordstrom personal shopper, not a generic sign at the front of a big-box store.<\/span><\/p>\n But what is the Conversational Sales Formula?<\/strong><\/p>\n The Conversational Sales Formula details the four Ws that brought a buyer to your site: <\/span>Who, Where, What, <\/span><\/i>and<\/span> Why.<\/span><\/i><\/p>\n Who <\/span><\/i>unpacks the individual. Is this a complete stranger you know nothing about, the decision-maker from one of your target accounts, or an existing customer?<\/span><\/p>\n Where <\/span><\/i>investigates their position in the sales process. Is this the first time they have thought about a problem? Or are they comparing a final shortlist of options before committing?<\/span><\/p>\n What <\/span><\/i>is your trigger. It\u2019s the action that prompts you to start the conversation \u2014 a buyer opening an email, downloading an eBook, or chatting with your bot. It\u2019s a window into your buyer\u2019s mind, revealing what they\u2019re thinking about right now. Alongside the prompt, there\u2019s another consideration: <\/span>What<\/span><\/i> is the seller going to do next?<\/span><\/p>\n Why <\/span><\/i>is the product of the three considerations that came before it. By combining <\/span>Who<\/span><\/i>, <\/span>Where<\/span><\/i>, and <\/span>What<\/span><\/i>, you\u2019ll understand two things. First, <\/span>why<\/span><\/i> has the buyer contacted you? Perhaps they want to compare your product to one of your competitors or discuss the challenges they\u2019re facing. Second, <\/span>why <\/span><\/i>are <\/span>you<\/span><\/i> engaging with them? Are you angling for a new meeting? Or are you trying to expand an existing account?<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90287,"id":90287,"title":"CSFormula-graphics-v1_Artboard-1","filename":"CSFormula-graphics-v1_Artboard-1.jpg","filesize":559782,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1.jpg","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1.jpg","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-csformula-graphics-v1_artboard-1","status":"inherit","uploaded_to":90286,"date":"2021-10-18 13:54:21","modified":"2021-10-18 13:54:21","menu_order":0,"mime_type":"image\/jpeg","type":"image","subtype":"jpeg","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1090,"height":1350,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1-150x150.jpg","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1.jpg","medium-width":1090,"medium-height":1350,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1.jpg","medium_large-width":768,"medium_large-height":951,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1.jpg","large-width":1090,"large-height":1350,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1.jpg","1536x1536-width":1090,"1536x1536-height":1350,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1.jpg","2048x2048-width":1090,"2048x2048-height":1350,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1-324x324.jpg","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1-24x24.jpg","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1-48x48.jpg","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1-96x96.jpg","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1-150x150.jpg","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/CSFormula-graphics-v1_Artboard-1-300x300.jpg","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":" Using this formula, sales teams can study their buyers, unpacking who they are and what they want out of the conversation. But the formula doesn\u2019t teach you what to do next. You know who you\u2019re talking to but not how to talk to them. To take that next step, you need the Conversational Framework for Sales.<\/span><\/p>\n The number one objective in Conversational Sales is to help your <\/span>buyers<\/span><\/i>. You can do that by empowering your sales reps<\/span> with the right tools and technology, helping them break free from restrictive sales processes.<\/span><\/p>\n Use the Conversational Sales Formula to create more opportunities, learn who to focus on, and understand what matters to buyers. That way, you can provide them with a better and faster buying experience.<\/span><\/p>\n To make things easy, we\u2019ve boiled it down to what\u2019s called the <\/span>Conversational Framework<\/span><\/a>. There are only three steps you need to remember:<\/span><\/p>\n Let\u2019s break down the three elements of the Conversational Framework for Sales: <\/span><\/p>\n Engage: Connect and Respond<\/b><\/p>\n Conversational Sales means engaging with buyers on their terms \u2014 their channel, their schedule, and their goals. Your interactions aren\u2019t pushy sales pitches. Instead, you\u2019re having helpful, authentic, and proactive conversations. You\u2019re listening to what your buyers need and responding thoughtfully. It\u2019s a genuine interaction.<\/span><\/p>\n By engaging your buyers when their attention and intent are the highest, you maximize engagement and grow your pipeline.<\/span><\/p>\n Understand: Qualify and Influence<\/b><\/p>\n Conversational Sales relieves the burden on your sales team. Use automated bots and workflows to understand your buyers. Ask questions, use signals, and tap into other data sources to understand each buyer and what they care about.<\/span><\/p>\n This formula is actually a <\/span>two-way<\/span><\/i> conversation. The days of sellers lecturing buyers are long gone. Sellers still have to explain their solutions, showcase services, and demo products, but buyers need time and space to ask their own questions. They must deepen their understanding and broaden their perspective.<\/span><\/p>\n As the conversation unfolds, you\u2019ll understand who is ready for a sales conversation. When the time is right, your sales reps can drop in. Then, they can captain the conversation, directing the discussion and influencing the buyer\u2019s decision.<\/span><\/p>\n Recommend: Drive and Persuade\u00a0<\/b><\/p>\n Once sales reps connect their calendars, you can automatically book meetings for qualified buyers directly within the conversations. Your sales team will appreciate waking up to calendars full of high-quality meetings.<\/span><\/p>\n But meetings, demos, and sales are just three possible outcomes. Recommend whatever\u2019s best for the buyer \u2014 whether that\u2019s a tip, an idea, a next step, a piece of content, or someone to connect with.<\/span><\/p>\n With the Conversational Sales Formula, you make the first move. You reach out and interact with potential buyers <\/span>before <\/span><\/i>they come to you. You learn about their challenges and goals. You drive the conversation forward and persuade the buyer to take the next step towards conversion. To continue learning about the Conversational Sales Formula, download our guide here<\/a>.<\/span><\/p>\n We will work together over the course of this learning path to start you on the first stage of your revenue journey: Stage 0 \u2014 Configuration. You will learn how to configure your Drift account, set up the tools that will personalize your outreach, and learn how to use your activity feed to deliver great experiences.<\/span><\/p>\n"},{"acf_fc_layout":"cta_block","title":"Drift Insider Note","body":" To learn more about Conversational Selling, we recommend taking the Conversational Sales Certification. This certification is led by Conversational Sales experts who will provide real-world examples and actionable tips for you to implement today.<\/p>\n","button_text":"Get Certified Now","button_url":"https:\/\/insider.drift.com\/certifications\/conversational-sales-certification\/","open_in_new_tab":false,"button_text_two":"","button_url_two":"","open_in_new_tab_two":false}]},{"chapter_title":"Setting Up Your Drift Account","chapter_body":[{"acf_fc_layout":"body","body_text":" Before setting up your Drift account, let\u2019s identify what role type you are and what capabilities you\u2019ll be able to access in Drift.\u00a0<\/span><\/p>\n There are three roles (available in all paid plans): account owner, admins, and users.<\/span><\/p>\n An admin user is able to access everything within Drift. This includes all conversations and all settings including, billing, teammate management, security, and integrations.\u00a0<\/span><\/p>\n Note: <\/span><\/i>You can be an admin, and not be an account holder, but you can’t be an account owner without also being an admin.<\/span><\/i><\/p>\n A chat user seat allows teammates to access conversations, Drift Meetings, and a limited view of playbooks and contacts. The types of conversations a teammate can access are determined by their conversation access level which is set when you assign a user to a seat. The three different access levels are:\u00a0<\/span><\/p>\n The account owner is, by default, whoever set up the account. They are also the Drift team’s point of contact for billing concerns. The billing information <\/span>in your settings<\/span><\/a>, however, is static and will not change just because the account owner changes.\u00a0\u00a0\u00a0<\/span><\/p>\n To transfer account ownership, <\/span>select the account owner<\/b>. Then select the <\/span>ellipsis<\/b> in the pop-up and select <\/span>Transfer Account Ownership.<\/b> From here, you’ll be able to update the account owner.<\/span><\/p>\n To become a chat user, your admin will have to add you to the Drift account. You\u2019ll then receive an email asking you to join their team.\u00a0<\/span><\/p>\n Note for Enterprise plan users:<\/b><\/p>\n On the Enterprise plan, you now are able to choose between the roles of <\/span>Sales Rep<\/b> and <\/span>Marketer.<\/b><\/p>\n Sales Rep <\/b>roles allow your agents to chat and video conversations, and includes sales and pipeline reporting, but not the ability to build a bot playbook.<\/span><\/p>\n Marketer <\/b>roles give your agent the ability to modify and create playbooks, and have access to chat reporting, but not sales nor pipeline reporting, nor conversations.<\/span><\/p>\n The Drift Sales Seat provides a unified experience for sales reps who use Drift by bringing together the most valuable parts of our product in one centralized location.\u00a0<\/span><\/p>\n All chat users on the Drift Advanced and Enterprise plan have access to the Drift Sales Seat.\u00a0<\/span><\/p>\n With Drift Sales Seat you have access to:\u00a0<\/span><\/p>\nWhy is this Important?<\/h3>\n
How do I Get Started?<\/h3>\n
Conversational Sales Framework<\/h3>\n
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What\u2019s in this chapter<\/h3>\n
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Role Types<\/h3>\n
What Is an Admin?<\/h4>\n
What Is a Chat User?<\/h4>\n
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What Is an Account Owner?<\/h4>\n
Sales Seat<\/b><\/h3>\n