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Business Development  Training Schedule

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You've passed your Grayscale Certification! Congratulations! 

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Over the next 12 weeks, to finish out your 90-day training period, you will now begin working toward internalizing your role and responsibilities, digging into our processes, learning how to master your position, and outgrow your pot! As part of your initial training, you will be meeting with different team members each week to ensure you are staying on course and in a position to be successful. ​​

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NEXT

To kick this next phase off you will want to get a few housekeeping items taken care of. 

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  • Schedule your bi-weekly touchpoints with Tim Gray. Email him directly at tim@grayscalemarketing.com to coordinate. 

    • You will meet with the CEO once every two weeks for 1 hour. You will discuss specific skills to develop, personal and professional goals, feedback, leadership development, and more. This is your time to connect directly with Tim.​

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  • Schedule time with Tim Gray to go over the bi-weekly touchpoint meeting sheet. It is very goals focused and will take a little time to discuss. It is helpful that you have time to gain an overview of how this is used before your first meeting. Make a copy of the document and save it to your drive HERE​

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  • Schedule your weekly meetings with your direct supervisor or department head to ensure you have time each week to work through and discuss each of the below week's training topics. If that is Tim, please schedule a separate time each week with him for 1 hour meetings to discuss the below training. 

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The first 90 days of your employment are very important. Stay focused, keep learning, keep a great attitude, and understand you are new and have a lot to learn. 

Daily Checklist

You will be learning how we do things over the next 90 days and project management is a vital role on the team. To make your training as easy as possible and ensure your learning and growing we have created a simple daily checklist we want you to use over the next 3 months. ​​

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This list is to ensure you are developing good habits while you are learning how and why we do things. You can download a digital version HERE. 

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  • Check email

  • Check Asana

  • Check time tracker

  • Check pipeline report & management system

  • Check sales and revenue goals 

  • Review your daily action / to-do list

  • Update CRM

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Weekly Training

Week 1:

  • Install the following on your computer. 

  • Review and understanding team roles, responsibilities, job duties, and how that ties into your position. 

  • Weekly Agendas: What it is, How we use them, How to build them, update them, store and organize them, and how to hold the team accountable for updating on a weekly basis. 

  • Work daily with Digital Communication Manager (1 hour) 

    • Engagement, Copywriting, Email, Scheduling, client approvals, and reporting. ​

    • Review this Engagement Guide

  • Work to understand internal storage, Google Drive, internal and external documents and folders.

  • ​Introduction to internal and external stakeholders, as well as cross-functional partners (legal, finance, etc) 

  • Contract / LOA (Letter Of Agreement), Client Discovery Survey, Research Pathway, RFAC (Request For Assets & Credentials) and other frequently used documents. 

    • ​Review of scope, quoting, billing estimations, pricing

  • Understand all the services we offer, what they are, how we use them, and why they matter. 

  • Work with the Vice President of Communication to schedule time to join all client calls that you can with the Account Executives. 

  • Sit in on any new business calls

    • Take notes​

    • Ask questions / debrief after 

  • Set new business / position goals that alien with the company finance goals. 

    • Set 90 day plan​

      • Include outbound calls / emails per day

      • Lunches

      • Networking, etc​

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Week 2: 

  • Workflow & Communication | (Who, What, When, Where, Why, How) Asana, Toggl, Communication, Organization

  • Work daily with the Advertising department (1 hour) 

    • Ad types, metrics, budgeting, ad phases, engagement, copywriting, scheduling, research pathway, and reporting.

      • You can find a blank Research Pathway HERE

  • Work daily with Digital Communication Manager

    • Engagement, Copywriting, Email, Scheduling, client approvals, and reporting.

  • Work with the Vice President of Communication to schedule time to join all client calls that you can with the Account Executives. 

  • Conduct brief "Micro Scrubs" of potential clients. 

    • Review socials ​

  • Review all current client Discovery Surveys, Letters of Agreement, RFAC, and 90 Day Strategy.

  • Begin reviewing all sales decks and scripts. 

  • Sit in on any new business calls

    • Take notes​

    • Ask questions / debrief after 

  • Begin developing an objection cheat sheet

    • Interview Jason and Tim​

  • Work with VP Of communication to continue to build a client lead list in Sheets

    • Plan to take it over and report to CEO on pipeline management and health. ​

  • Hubspot

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Week 3: ​

  • Continue reviewing all sales decks and scripts to get started. 

    • Memorize cheat sheets of our UVP, previous clients, numbers, awards, and history. 

    • Begin writing out open-ended questions to help clients articulate their pain points.

  • Work daily with the Advertising department (1 hour) 

    • Ad types, metrics, budgeting, ad phases, engagement, copywriting, scheduling, research pathway, and reporting.

    • You can find a blank Research Pathway HERE

  • Work daily with Digital Communication Manager

    • Engagement, Copywriting, Email, Scheduling, client approvals, and reporting.

  • Ask teammates how you can help them. 

  • Conduct mock client calls / role play with different team members

    • ​Look to understand the Client Goals and KPIs (Key Performance Indicators),

    • What services would you offer based on what they need, want, and say.

      • ​Write a new Letter of Agreement for this mock cleint

      • Write and update a Discovery Survey

  • Sit in on any new business calls

    • Take notes​

    • Ask questions / debrief after 

  • Begin meeting with Scott Mason, VP of Sales of REG with VP of Communication of GEM

  • Transition all inbound leads to you for the initial touchpoint.

    • Work with the VP of Communication on copy and process. 

  • Continue developing an objection cheat sheet

    • How you will overcome them​

    • Practice your comms flow

  • Work with VP Of communication to continue to build a client lead list in Sheets

    • Work to take ownership and report to CEO on pipeline management and health.

    • Plan to being importing those into Hubspot

  • Implement the steps in your new business goals. 

    • Outbound calls / emails per day

    • Lunches

    • Networking, etc

  • Music Industry Communication, Request, Contacts, Pollstar, Email Copy, Best Practices

  • Hubspot Certifications Order

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Week 4: 

  • Join in and contribute on all new business calls

    • Take notes​

    • Ask questions / debrief after 

  • Begin taking any CRM training that is needed. Hubspot offers ample Hubspot certifications. 

  • Begin building out a lead list, based on what you are learning about the CRM tool. i.e name, location, email, phone, company, notes, business type, etc

  • Begin building a client wish list. 

  • Conduct mock client calls / role-play with different team members

    • ​​Look to understand the Client Goals and KPIs (Key Performance Indicators),

    • ​What services would you offer based on what they need, want, and say.

    • ​Write a new Letter of Agreement for this mock client

    • Write and update a Discovery Survey

  • Sit in and join new business calls

  • Meet with Scott Mason, VP of Sales of REG

  • You own all inbound leads as the initial touchpoint.

    • CC the VP of Communication. 

  • Work with VP Of communication to continue to build a client lead list in Sheets

    • Take ownership and report to CEO on pipeline management and health.

  • Continue to implement the steps in your new business goals. 

    • Outbound calls / emails per day

    • Lunches

    • Networking, etc

    • Report to CEO on progress, setbacks, needs, etc​

  • Conduct brief "Micro Scrubs" of potential clients. 

    • Review socials ​

  • Review all current client Discovery Surveys, Letters of Agreement, RFAC, and 90 Day Strategy.

    • Look to understand the Client Goals and KPIs (Key Performance Indicators),

    • What services would you offer based on what they need, want, and say.

  • Master Discovery​

  • Begin reviewing all sales decks and scripts. 

  • Understand Grayscale's Unique Value Proposition.​

  • Continue developing your business / position goals that alien with the company finance goals. 

    • Refine your 90 day plan​

    • Include outbound calls / emails per day

    • Lunches

    • Networking, etc

  • Hubspot Certifications Order

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Week 5:

  • Meet with Scott Mason, VP of Sales of REG

  • You own all inbound leads as the initial touchpoint.

    • CC the VP of Communication. 

    • Begin inputting these leads into the CRM

  • Join in and contribute on all new business calls

    • Take notes​

    • Ask questions / debrief after 

  • Report to CEO on pipeline management and health.

  • Continue to implement the steps in your new business goals. 

    • Outbound calls / emails per day

    • Lunches

    • Networking, etc

    • Report to CEO on progress, setbacks, needs, etc

  • Music Industry Communication, Request, Contacts, Pollstar, Email Copy, Best Practices

  • Conduct mock client calls / role play with different team members

    • ​​Look to understand the Client Goals and KPIs (Key Performance Indicators)

    • What services would you offer based on what they need, want, and say.

      • ​Write a new Letter of Agreement for this mock cleint

      • Write and update a Discovery Survey

  • ​Hubspot Certifications Order​

  • Begin building a client wish list. 

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Week 6: 

  • Outbound List

    • ​Start calling out​​

      • REG Client List ​(sort by attendance or client size)

  • Conduct brief "Micro Scrubs" of potential clients. 

    • Review socials ​

  • Work with DCM on GEM outbound comms

    • Newsletter​

    • Email Marketing ​

  • Work with DCM, and Scott Mason at REG on REG outbound comms

    • Newsletter​

    • Email Marketing ​

  • You own all inbound leads as the initial touchpoint.

    • CC the VP of Communication. 

    • Begin inputting these leads into the CRM

  • Lead new business calls

    • Tim & Jason on to listen and contribute as needed​

    • Take notes​

    • Ask questions / debrief after 

  • Continue to implement the steps in your new business goals. 

    • Outbound calls / emails per day

    • Lunches

    • Networking, etc

    • Report to CEO on progress, setbacks, needs, etc

  • Report to CEO on pipeline management and health.

  • Improve customer service and satisfaction alongside the Vice President of Communication. 

    • Call all current GEM clients and introduce yourself, and ask for feedback.

    • Why they like us, what do they value, what could we do better, and discovery of pain points. ​

    • Ask for 5 star reviews on Google

  • Continue developing an objection cheat sheet

    • How you will overcome them​

    • Practice your comms flow

  • ​Hubspot Certifications Order

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Week 7:​

  • Lead new business calls

    • Tim & Jason on to listen and contribute as needed​

    • Take notes​

    • Ask questions / debrief after.

  • Report to CEO on pipeline management and health.​

  • Hubspot Certifications Order

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Week 8:

  • Begin building out CRM

  • Thought Leadership

    • List segmentation

    • Inbound Leads​ / Past Clients / Lost Clients

    • Clients

    • Industry​​

  • Hubspot Certifications Order

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Week 9:

  • Continue developing an objection cheat sheet

    • How you will overcome them​

    • Practice your comms flow

    • Development of clarifying questions 

  • ​Improve customer service and satisfaction alongside the Vice President of Communication. 

    • Call all current GEM clients and introduce yourself, and ask for feedback.

    • Why they like us, what they value, what could we do better, and the discovery of pain points. ​

    • Ask for 5-star reviews on Google

    • List of referrals 

  • ​Improve customer service and satisfaction through policy and procedural changes alongside the Vice President of Communication. 

  • Conduct mock client calls / role play with different team members

    • ​​​​Look to understand the Client Goals and KPIs (Key Performance Indicators)

    • ​​What services would you offer based on what they need, want, and say.

    • ​​​Write a new Letter of Agreement for this mock client

    • Write and update a Discovery Survey.

  • Hubspot Certifications Order

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Week 10:

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Week 11: 

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Week 12: 

  • Work with DCM on GEM outbound comms

    • Newsletter​

    • Email Marketing 

  • Work with DCM, and Scott Mason at REG on REG outbound comms

    • Newsletter​

    • Email Marketing 

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