ESKOLA REV‑BOT

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RevGen Quick Answers

• 1
  Who we sell to (ICP)
  Target geography, verticals, ideal asset profile, buyer personas
  See GTM p.8–9 for target profiles & guidelines, ICP summary, and buyer personas (decision maker vs. influencer). Use these filters when prospecting and screening leads.
• 2
  Lead → MQL → SQL (Lifecycle)
  Screening, sequences, and SQL Playbook
  New contacts/companies start as LEAD. HubSpot automates screening to MQL by vertical/geography/asset/persona. Complete the SQL Playbook to convert to SQL. Use sequences; 8–10 touchpoints are typical. See GTM p.29–30 & App. A p.36–37.
• 3
  Project Qualification
  Talk‑track & required info
  Use Appendix F talk‑track to qualify scope, timing, budget, decision path, and site constraints. Submit Tech Sheet & Project Qualification where required. See GTM p.47–51.
• 4
  Deal stages & required fields
  Discovery → Solution Prep/Estimating → Closing/Proposal → Verbal Award → Contract Review → Closed
  Stage definitions in GTM App. B p.38–39. Required fields by stage in GTM p.40–44. Deals age into Aged – Action Needed after 60 days of no movement.
• 5
  Proposal delivery standards
  In‑person preferred; use approved templates only
  Templates location and T&Cs rules are on GTM p.23. Delivery thresholds by value also on GTM p.23. Checklists: App. J p.55.
• 6
  Service / SHIELD / Production / Waterproofing
  Which flow to use and who to loop in
  See process flows on GTM p.19–22 for responsibilities and handoffs. SHIELD program detail & pricing: GTM App. G p.51–53.
• 7
  Bid Review & Jobsite Photos
  What to review before delivery; how to document a site
  Bid Review checklist on GTM p.56–57. Jobsite Walk Photo process & checklist on GTM p.57–60.
• 8
  HubSpot = source of truth (commission)
  “If it’s not in HubSpot, it didn’t happen.”
  Commission reporting comes from HubSpot. Keep Companies, Contacts, Deals updated per SOP (GTM p.24–26).