Cold Call Script

[INTRO] - UPFRONT CONTRACT

• Hey PROSPECT, this is FIRST NAME with ClickUp! Listen...

• I know you weren’t expecting me, but...

• I understand I’m calling out of the blue here, but...

• I know it’s DAY/TIME and you’ve got a lot on your plate, but...

• I know I’m calling without an appointment, but…

RESEARCH
• I noticed how _________________ and that reminded me of
_______________. If you got a minute I promise to be brief. Sound fair?

GENERAL
• If you got a minute I promise to be brief. Sound fair?

• If you got a minute I’d like to tell you why I called. Sound fair?

Yes SOFT NO HARD NO

Ok Great! Totally understand, I'll be brief Totally understand, when can I ring you back?

• ClickUp is a work management platform that could be used by every team at COMPANY to
streamline workflows and boost productivity. I know that sounds a bit unrealistic, but it's true!

• Since I know I'm catching you out of the blue here, the purpose of me
reaching out today is to find a time for us to connect when you are expecting
me.

• Are you open to exploring this later on this week / early

next week?
• What's your reaction to us finding a convenient time later
this week / early next week to explore this solution?
• Would it be a crazy idea to explore this later this week /
early next week?
 Warm Call Script

[INTRO]

• Hey PROSPECT, it's FIRST NAME with ClickUp! I'm a Product Specialist and...

• I understand I’m calling out of the blue here, but...

• I know I’m calling without an appointment, but…

• I know it’s DAY/TIME and you’ve got a lot on your plate, but...

• I know you weren’t expecting me, but...

• I noticed how you are using ClickUp today and thought to reach out.
• If you got a minute I promise to be brief.
• Sound fair?

Yes SOFT NO HARD NO

Ok Great! Totally understand, I'll be brief Totally understand, when can I ring you back?

RESEARCH
• I noticed how _________________ and that reminded me of _______________. I'm
curious...

EMAIL
• So I sent you an email recently about _________________. I'm curious...

MULTIPLE USERS
• I saw that there are ______ people at COMPANY who use ClickUp today. I'm curious...

JOB TITLE
• Given how you are the / oversee the _________________ at COMPANY, you probably
_______________. I'm curious...

OTHER SOLUTION
• So many people that sign up for ClickUp had been using another solution that didn't quite
meet their expectations. I'm curious...

GENERAL
• I like to reach out to our users from time to time to discover where we might be able to
drive additional value. I'm curious...

FIRST QUESTION
What are you hoping to accomplish by using ClickUp?

ADDITIONAL DISCOVERY
What has been your experience so far?
Would you say that ClickUp is helping you / the company to be more productive?
Had you been using a solution in the past that didn't measure up?
Do you know if there is an ongoing initiative at COMPANY to find a new solution?

POKE THE BEAR

Do you think you would be celebrated for introducing a solution that saved everyone time?
What if ClickUp could increase collaboration at COMPANY?

PLAN LIMITATIONS
• So today you are on the Free Forever plan. That's great.
• But I wouldn't be doing my job if I didn't let you know that there are some advanced
features in our paid plans that could help everyone at COMPANY become more
productive.

• Listen, I know I caught you out of the blue here, but it sounds like there may be some
interest.

• Are you open to exploring this later on this week / early next week with
one of our Product Experts?
• Would it be a crazy idea to explore this later this week / early next week
with one of our Product Experts?
 Yes NO
Ok Great! Do you have your calendar handy? Totally understand. It sounded like there was
some interest. Did I miss something?

Grab the next person up in the RR to book when they are available. Make sure to mention the AE that
they are meeting with.

• PROSPECT, it's been great chatting with you. Two last things before I let you go.
• One, feel free to invite anyone you like to this call with AE NAME.

• Two, is there anything top of mind that you would like to cover on the call?

• Sounds great! I'll send over the calendar invite now. Make sure to accept it when you see it come
through so it will block off all of our calendars.
 Objections

1. You are calling me out of nowhere, I do not have time right now.

2. I am not the right person.

3. Can you just send me an email?

4. We are currently looking at different options (that don't include ClickUp)

5. My team wants to use it but our whole organization doesn't

6. I wanted to use ClickUp but didn't feel that the customer service would be good

7. We are. happily enjoying Monday/Asana/Workfront

 Qualifying Questions

"Thanks again for taking the time to connect. I'll ask a few questions to set the stage for the call and
help me determine how we might best support {{COMPANY}}"

Qualifying Questions (in your own voice):

1. What are you looking to accomplish with ClickUp?

i. Listen for pain points

2. What is the team using today for project management?

i. Never bash our competitors, just point out where we stand out.

3. What is the size of the org/team that will be using ClickUp?

i. In some cases, this can be found on Linkedin prior to the cold call and this question
can be omitted.

4. What is their authority?

i. Make sure we are scheduling time with someone who can make/influence a
decision.

5. Are we able to solve a problem they are currently experiencing?

i. We don't need to get into the weeds on a cold call. Many times need will be
established in the flow of the call.

PRIORITIES:

• Tell me more about your role...

• What are you / your team working towards right now?

• When are your next big deadlines or due dates?

• Why are you looking to make this change now?

• What are you hoping to accomplish with an all-in-one tool?

• What challenges are you working towards solving?

• If nothing changes, what are the risks?

STRUCTURE
 • How many individuals are employed within your company?

• How is your department structured?

• What teams/departments do you interact with to complete projects?

TOOLS & PROCESSES:

• What tools is your team currently leveraging? (B)

• Where do projects start? Internal or external requests? How do they come in?

• What tools are you looking into aside from ClickUp?

Have you come across any limitations on the Free plan?

MORE QUESTIONS

CURRENT SCENARIO QUESTIONS:

INTAKE:

• How do you currently manage incoming work requests?

• What process do you use to document expectations and establish the scope of a project?

• How do you assign priority to work requests? Is there a process in place to handle urgent
requests?

PLANNING WORK:

• Tell me how your team assigns work?

• How much visibility do you have into who is working on what and whether those projects are on
track?
• Could you explain to me how your team handles repeatable work?

• What are your team's major KPIs around work efficiency? How do you measure those KPI's?

EXECUTING WORK:

• Tell me about the tools you are using to manage work, including how you review and approve?
 • How do you avoid redundancies in your team's work?

• How much time do you spend on actually doing your job VS managing routine administrative
tasks?
• How do you incorporate feedback and revisions on a project from reviewers/stakeholders?

FULFILL the WORK:

• How often are projects late or delayed due to time spent searching for final assets/documents?
How about waiting for approval/final sign-offs?
• How many tools do you use as part of an average workflow?

• How many tools do you have open at any given time during a project?

• Do those tools integrate with each other at all? If not, how long does it take to go into each one
to track down the information you need?

COLLABORATION ON WORK:

• How do you collaborate with project stakeholders and team members?

• What is your method/tool to record project details so you have an audit trail available to reference
for each project?
• What communication tools do you offer your team and stakeholders? Do they offer intuitive
social collaboration?

MEASURING & ANALYZING WORK:

• Tell me about your current process to identify bottlenecks in your workflow process.

• Tell me what you have to do to collect information for updates and reports. Do you rely on
manual reporting?
• Could you explain to me what you have to do to gather data if you were trying to justify additional
headcount for an upcoming project OR just to hire more people to handle the current workload?
How about if you wanted to add a tool/solution to help production?
 ZI Phone Test

SOP for this test

ZI = Zoominfo
CB = Clearbit

Mobile Phone = ZI Mobile Phone

Work Phone = CB Phone
Other Phone = ZI Direct Phone

Example of how to identify if they are engaged

https://www.loom.com/share/7dd68b8a4fd842708e2708dfbc43234b

Call each number and mark accordingly

Tag each prospect with the winner. If both numbers are correct, then the winner goes to the mobile
number.

***Sometimes the CB number is a mobile number and ZI doesn't have a mobile.

 Alister Ideas

• Hi PROSPECT, it's FIRST NAME I'm a Product Specialist at ClickUp!!

• HEYYYY....I know you weren’t expecting me, but

• I noticed how you are using/signed up for/ ClickUp today and thought to reach out.

• Listen, Did I catch you at a bad time?

• If you got 20 seconds I promise to be brief.
• Sound fair?

• I like to reach out to our users from time to time to discover where we might be able to
drive additional value. I'm curious...

• Send me an email

• I don't want to waste time and send you a generic template in my email. Is there anything in
particular you are looking for?

• Discovery
• What drove you to sign up?

• What are you currently using?

• Had you been using a solution in the past that didn't measure up?

• Curiosity
• What are you looking to accomplish?

• Why are you looking at a different platforms?

• What has been your experience so far?

• Would you say that ClickUp is helping you / the company to be more
productive?

• Why is ClickUp better?

 • A lot of platforms make you work the way they want you to work.

• We are all about you and what you want

• We allow you to create the way you work with countless views and features

• We allow you to customize the platform the way you want it

• Like I said I want to maximize your time, let me set you up with a product expert that can
show you every feature, answer your questions, and

Jira:
JIRA is historically On Prem. Meaning that they host all their data in data warehouses.They are moving
to the cloud and forcing all customers to transitions. In the process… It’s significantly more expensive.
Like 5x more.Obviously a major point of contention for companies who use JIRA

Send me an email
• I don't want to waste time and send you a generic template in my email. Is there anything in
particular you are looking for?

Discovery track:

Intro - My name is Alister Marcille. i am a product specialist... we are here for 30 minutes does this still
work for you. Anybody else on your side joining...Help provide value...Pass it off to my account
executive to aid it moving forward.

here.

1. Why don't you tell me a little about your role within the company and what brought you to ClickUp?
What are you looking to accomplish here?

2. Would love to hear what a typical project or work flow looks like for your team

3. What are you currently using to manage that process, and what’s not working about it?
4. What would you say the biggest pain points are?

5. If you don’t change anything what are the risks

6. How many people are you currently collaborating with

7. Is that everybody involved in the process?

8. Keep in mind if there are other teams with same frustrations or that you collaborate with, using 1 tool
would be super beneficial

Notes:

Why behind the pain points.

What does that mean to you and the business?
Thats a fantastic question…
Soft close.. book a meeting
In preparation with your meeting with your AE
“Give them some home work”
Look up BANT questions
Have a fall back plan/safety net
Something you have to know when to fish or cut bait
Take calls for QA
Hey, my goal today is to learn a little bit more about…is that in alignment with your goals for the call.
Im not technical expert, I’m here to answer professional questions not technical
We are not in the same in the industry can you explain it differently
Can you help me understand that better
we are really geared around collaboration, the more users the better

Why isnt going to skill?

What other teams?
When getting good info be hyper curious...
Why? WHHHYYYY?
SOFT Sell
Ill make note for our AE So when you speak with him

I appreciate all the information..... i think its a good step too introduce you to an AE... will give you back
20 minutes in a day!!
Intro - My name is Alister Marcille and I am a product specialist. This call usually last about 15 minutes
and my goal today is to learn a little bit more about you and the organization and what you are looking
to accomplish with ClickUp and see if it would make sense to align you with an account executive

1. Why don't you tell me a little about your role within the company and what brought you to ClickUp?
What are you looking to accomplish here?

• Discovery
• What drove you to sign up?

• What is your workflow?

• What are you currently using?

• Had you been using a solution in the past that didn't measure up?

• Curiosity
• What are you looking to accomplish?

• Why are you looking at a different platforms?

• What has been your experience so far?

• Would you say that ClickUp is helping you / the company to be more
productive?

3. What are you currently using to manage that process, and what’s not working about it?

3. Which plan are you currently using at "whatever tool they're using if different plans are offered"?

4. What would you say the biggest pain points are?

5. What teams are currently using?

6. How many people are you currently collaborating with

7. Is that everybody involved in the process?

Budget

Authority

Needs

Timeline

8. Keep in mind if there are other teams with same frustrations or that you collaborate with, using 1 tool
would be super beneficial

• Discovery
• What drove you to sign up?

• What are you currently using?

• Had you been using a solution in the past that didn't measure up?

• Curiosity
• What are you looking to accomplish?

• Why are you looking at a different platforms?

• What has been your experience so far?

• Would you say that ClickUp is helping you / the company to be more
productive?

1. What are your main goals for your organization and how could someone help you accomplish
these goals?
 • Always try to try these into features we offer and build importance behind them. Allow your
prospect to see the value behind ClickUp & get them excited to learn more.
2. Which plan are you currently using at "whatever tool they're using if different plans are offered"?

3. When would you like to have your ideal solution in place?

4. How many people do you currently have using "whatever tool they're using"?

5. What are you currently using to manage workflows & projects?

6. What features stand out to you the most that ClickUp offers?

7. What does your ideal solution look like?

8. How many people are you evaluating ClickUp or a PM platform for?

9. I see that you're evaluating this for your BLANK departments, are there any other departments
you could see finding value in ClickUp?
• Whether it's yes or no- what are these departments currently using?

10. Why do you need a platform?

11. What are the pain points of your current process? "What's not working?"

If they have booked a meeting good points to cover:

1. Is there anything else you would find valuable to cover during this call?

2. Is there anyone else I should add to this email?

3. I am so thrilled to dive into the new possibilities ClickUp can bring your team, and how X,Y & Z
will boost productivity for what you're looking to accomplish.

I always find it most important to make it know that you're listening to the prospect. Repeating what they
are saying to you, always agreeing with them "I completely understand that" before jumping to the next
point or overwhelming them.
Remember to make it personable & always have fun. Some of my biggest mistakes have made for my
best calls, people enjoy talking with real people. No one ever expects you to be perfect.
As we are getting more into covering BANT here are a few of my favorite questions:
Budget-
1. How much do you spend on similar products and services?

2. What plan are you currently on with "BLANK"?

3. How much does "COMPANY NAME" expect to invest in your ideal solution?

4. What does your typical budget allocation process look like at "COMPANY NAME"?

5. Do you guys have a budget for solutions like ClickUp currently?

Authority-
1. What is your decision-making process for solutions like this ClickUp?

2. Who are the decision-makers that have the most influence on a process solution like ClickUp?
 3. Who else works alongside you in a decision for a solution like this?

4. What is your decision-making process?

5. How can I help you meet your expectations?

6. Who on your team would be using this solution? What are their values? Obstacles?

Need-
1. What motivated you to look for a new solution at this time?

2. What will the consequences be if the problem isn’t solved?

3. What roadblock are you most concerned about in this process?

4. What do you hope to achieve when this solution is in place?

5. How important is this problem compared to others in your business?

Timeline-
1. When is the latest you want to have a decision set in stone?

2. How does this solution tie into your future initiatives?

3. Do you have the time and resources to start implementation now?

4. Realistically, when would you like to have this problem solved?

5. Walk me through the evaluation process. How long have you been looking for a solution?

6. What types of time constraints are you working with?

7. What are the implications if you don’t meet the timeline?

8. Are there any contracts from other solutions you’re already signed to? Until when?

• Who & Why: What is their role, department, team, responsibilities and what brings them to
ClickUp?
• How: How are they currently managing this workflow?

• Dig in to the pains: What is not working about your current process?

• Where: Where did this initiative come from?

• Workflow + Opportunity Size: Tell me more about what you’re hoping to manage, can you take
me through a project from start to finish?
• Buying process: Legal, Procurement, Security , who signs off?

• Timeline: Is there any urgency, do they have upcoming projects they need this for?

• DM Process: Who are the stakeholders that need to be part of the decision?

• Budget: Do they already have a budget approved?

 Conor Ideas

• A great exercise to get the "flow" to get the call down

• Having CRM up / checked first

•
 John Ideas

After intro: Cold

What are you currently using to manage your tasks and projects?

OR

How do you know what to work on every day when you get in? How do you know what your team is
working on?

NEXT

What do you think is working and not working with that?

Philip 1:1 4/28

After intro questions:

Why did you originally decide to sign up for ClickUp?

What were/are you using ClickUp for?
Who at your organization was/is using ClickUp?
What was your opinion on the platform?

Do you have the ability to

What other teams are leveraging which tools?

JIRA has pain points:

Whats prompting you to look at ClickUp?
What have you liked with this tool and what have you struggled with?
Zoom in on the challenges
When prospect is a user: Discovery
Ask what they were hoping to use the platform for
Ask why kicking the tires or looking for other options

When prospect asks you to send an email instead:

Yeah absolutely we can send you an email, I will get a follow up sent out and, "What would be the
most valuable information to highlight in this email"
Just incase you do want to hear more, I will go ahead and include some meeting times.

What differentiates ClickUp from the competition:

We are anything for anyone.
Completely customizable
Will adapt to any org's or person's workflow
Competition wants you to stay in their lane and do what they want you to do.
*Then before they answer say, I don't want to get into the weeds here too much; want to make the
best use of your time, then pitch introduction with product expert

• Hey PROSPECT, it's FIRST NAME with ClickUp! I'm a Product Specialist and...

• I know you weren’t expecting me, but...

• I understand I’m calling out of the blue here, but...

• I know it’s DAY/TIME and you’ve got a lot on your plate, but...

• I know I’m calling without an appointment, but…

• I noticed how you are using ClickUp today and thought to reach out.
• If you got a minute I promise to be brief.
• Sound fair?

Yes SOFT NO HARD NO

Ok Great! Totally understand, I'll be brief Totally understand, when can I ring you back?

RESEARCH
• I noticed how _________________ and that reminded me of _______________. I'm
curious...

EMAIL
• So I sent you an email recently about _________________. I'm curious...

MULTIPLE USERS
• I saw that there are ______ people at COMPANY who use ClickUp today. I'm curious...

JOB TITLE
• Given how you are the / oversee the _________________ at COMPANY, you probably
_______________. I'm curious...

OTHER SOLUTION
• So many people that sign up for ClickUp had been using another solution that didn't quite
meet their expectations. I'm curious...

GENERAL
• I like to reach out to our users from time to time to discover where we might be able to
drive additional value. I'm curious...

FIRST QUESTION
What are you hoping to accomplish by using ClickUp?

ADDITIONAL DISCOVERY
What has been your experience so far?
Would you say that ClickUp is helping you / the company to be more productive?
Had you been using a solution in the past that didn't measure up?
Do you know if there is an ongoing initiative at COMPANY to find a new solution?

POKE THE BEAR

Do you think you would be celebrated for introducing a solution that saved everyone time?
What if ClickUp could increase collaboration at COMPANY?
 PLAN LIMITATIONS
• So today you are on the Free Forever plan. That's great.
• But I wouldn't be doing my job if I didn't let you know that there are some advanced
features in our paid plans that could help everyone at COMPANY become more
productive.

• Listen, I know I caught you out of the blue here, but it sounds like there may be some
interest.

• Are you open to exploring this later on this week / early next week with
one of our Product Experts?
• Would it be a crazy idea to explore this later this week / early next week
with one of our Product Experts?

Yes NO
Ok Great! Do you have your calendar handy? Totally understand. It sounded like there was
some interest. Did I miss something?

Grab the next person up in the RR to book when they are available. Make sure to mention the AE that
they are meeting with.

• PROSPECT, it's been great chatting with you. Two last things before I let you go.
• One, feel free to invite anyone you like to this call with AE NAME.

• Two, is there anything top of mind that you would like to cover on the call?

• Sounds great! I'll send over the calendar invite now. Make sure to accept it when you see it come
through so it will block off all of our calendars.
 Joey Ideas

• Why ClickUp over...

• The beauty of ClickUp is the ability to configure and adapt to 99% of people's workflow. It'll
be either fast, easier to use, more scalable, or more customizable. You tell me what needs
to get done and we build it out together under one roof.
 Gina Ideas

Intro

• I realize I may be catching you off guard, but I work with other ____ teams who are looking to
improve:
• (Product) - low product throughput, delay costs, missed launch dates, cost of poor work
quality, reputation as a laggard, poor resource allocation, etc. etc.
• (Marketing) - budget overruns and missed deadlines, inconsistent work quality due to
manual efforts, poor resource allocation/workload management
• (Project Management) - losing track of priorities, delay costs, repetitive manual work, and
to adapt better to new customer/market demands
• (HR) - Pains of virtual onboarding, task management,

**COLD - What does ClickUp Do**

<<ClickUp is a productivity platform that allows all teams to collaborate in one single tool that is
completely customizable based on each project. We help you centralize your project assets, visualize
who's working on what, collaborate with your team, automate your workflows and more, all within one
application>>

((ClickUp is a work management platform that allows you to not only keep track of all your work in one
place, but it enables teams who either work in silos or with various work styles to collaborate
effectively.))

Are you using anything like ClickUp to manage your team's work?

(we're a work management platform that consolidates your entire end to end work processes into one
single system that provides complete visibility into your organization's workflow)

((I speak with a lot of [TITLE]s in [DEPARTMENT]s like yours, and one of the biggest pain points is that
they're using an average of 13 different tools to manage their work. Reaching out to you specifically
because...
I speak with a lot of creative departments and a huge pain point is that about 60% of workers are either
completely overwhelmed, or barely meeting their deadlines. Saw that

How does your team manage work?

how do you keep track of what's work

[usually when i see a large amount of recent sign ups, it means that teams are benefitting from using
the platform in multiple ways -- would love to set up a time to discuss the collaboration benefits clickup
has on product marketing teams]

Typically when I speak with other {{title}}s, improving operational portfolios is an incredibly hot topic in
order to drive project planning, develop better collaboration and cross-divisional relationships.

ClickUp is a project management platform that helps improve productivity in all departments across an
organization, especially [xyz] teams, without having to work within multiple silos or different tools.
We've recently helped a company called Webflow save ~$200k a year by consolidating multiple tools to
boost productivity. How is your team currently managing end to end [department] projects?

Typically when I speak with other [Titles], improving creative portfolios is definitely top of mind when it
comes to driving project planning, develop better collaboration and cross-divisional relationships. By
removing multiple different tools, sheets and logins, ClickUp helps you exceed those goals much faster.

____

ClickUp helps boost productivity and gives leadership (if relevant) a better work management overview,
and honestly, most importantly - we're a totally customizable solution that helps combine a vast number
of tools into one platform.

ClickUp is one of the highest rated, fastest growing work management platforms.

**Customer stories**
We helped Webflow save $200k/year because they were able to replace multiple tools like Jira, Asana
& GitHub all into one with ClickUp.

**Objections**
"We're not ready/already using (competitor)"
• Totally understandable, when was the last time your team evaluated a different platform?

Tell me more about how you're currently collaborating with other departments in your org?
What happens if this continues?
*add NOW to ends of questions*

Discovery Questions
1. How are you currently managing your workflow? (excel, email, other PM tools)

2. Can you walk me through a project from start to finish?

3. What are some areas you’d hope to improve?

4. What does your ideal work management solution look like?

5. What do you think the benefits of having a more streamlined and automated workflow would be
for your team?

Budget:
1. What’s the budget for a solution like this?

2. What are you paying for any other PM solutions?

Authority:
1. Who else works alongside you to find a solution like this?

2. Who on your team would be using these services? Any other departments?

Need:
1. What's not working within your current process?

2. What do you think the negative impact is on having a workflow that isn't as efficient as it could
be?
3. How many users would you be interested in for your team?

Budget-
1. How much do you spend on similar products and services?

2. When you evaluate tools like this, what’s your process internally?

3. What plan are you currently on with "BLANK"?

4. How much does "COMPANY NAME" expect to invest in your ideal solution?

5. What does your typical budget allocation process look like at "COMPANY NAME"?
 6. Do you guys have a budget for solutions like ClickUp currently?

Authority-
1. What is your decision-making process for solutions like ClickUp?

2. Who are the decision-makers that have the most influence on a process solution like ClickUp?

3. Who else works alongside you in a decision for a solution like this?

4. What is your decision-making process?

5. How can I help you meet your expectations?

6. Who on your team would be using this solution? What are their values? Obstacles?

Need-
1. What motivated you to look for a new solution at this time?

2. What will the consequences be if the problem isn’t solved?

3. What roadblock are you most concerned about in this process?

4. What do you hope to achieve when this solution is in place?

5. How important is this problem compared to others in your business?

Timeline-
1. When is the latest you want to have a decision set in stone?

2. How does this solution tie into your future initiatives?

3. Do you have the time and resources to start implementation now?

4. Realistically, when would you like to have this problem solved?

5. Walk me through the evaluation process. How long have you been looking for a solution?

6. What types of time constraints are you working with?

7. What are the implications if you don’t meet the timeline?

8. Are there any contracts from other solutions you’re already signed to? Until when?

CURRENT SCENARIO QUESTIONS

:INTAKE:
• How do you currently manage incoming work requests?

• What process do you use to document expectations and establish the scope of a project?

• How do you assign priority to work requests? Is there a process in place to handle urgent
requests?
PLANNING WORK:
• Tell me how your team assigns work?

• How much visibility do you have into who is working on what and whether those projects are on
track?
• Could you explain for me how your team handles repeatable work?

• What are your teams major KPI's around work efficiency? How do you measure those KPI's?

EXECUTING WORK:
• Tell me about the tools you are using to manage work, including how you review and approvals?

• How do you avoid redundancies in your teams work?

• How much time do you spend on actually doing your job VS managing routing administrative
tasks?
• How do you incorporate feedback and revisions on a project from reviewers/stakeholders?

FULFILL the WORK:

• How often are projects late or delayed due to time spent searching for final assets/documents?
How about waiting for approval/final sign offs?
• How many tools do you use as part of an average workflow?

• How many tools do you have open at any given time during a project?

• Do those tools integrate with each other at all? If not, how long does it take to go into each one
to track down the information you need?

COLLABORATION ON WORK:
• How do you collaborate with project stakeholders and team members?

• What is your method/tool to record project details so you have an audit trail available to reference
for each project?
• What communication tools do you offer your team and stakeholders? Do they offer intuitive
social collaboration?

MEASURING & ANALYZING WORK:

• Tell me about your current process to identify bottlenecks in your workflow process.

• Tell me what you have to do to collect information for updates and reports. Do you rely on
manual reporting?
• Could you explain for me what you have to do to gather data if you were trying to justify additional
headcount for an upcoming project OR just to hire more people to handle the current workload?
How about if you wanted to add a tool/solution to help production?
 Gina Objections

"I need to speak with XYZ"

• Of course! Yeah. Can you help me understand what role do they play in the decision making
process? And when you think about a new project management platform, what are your top 1 or
2 decision making criteria?
• Absolutely -- what questions do they usually ask when you present them with solutions like this?

"We don't have the budget / it's too expensive" (AE Call)
• That's a bummer to hear - I'm sorry I didn't better explain the value. Do you mind sharing -- too
expensive compared to what? (this is more of an objection for an AE but also good to know)
• Thanks for the feedback! Out of curiosity, when you look at spend, is cost the most important
deciding factor, or what other decision-making criteria are important to you? (also AE objection)
• Okay - can you help me understand, is it that the upfront cost doesn't fit in the budget, or do you
have some concerns about the ROI? (also AE objection)

"We don't have the budget" (BDR cold call focused)

• Appreciate the transparency! If now isn't the right time for us to work together, happy to stay in
touch. Would you mind sharing, when do you consider budgeting for products like ClickUp? (best
suited for BDR)
• Understood! I didn't expect you to have budget lying around -- that would be the dream...But
[title]s don't usually part with money that easily (lol). I was calling to understand if a conversation
even makes sense. Your peers share that saving money without compromising value is the #1
thing they can't afford to get wrong. Is that similar for you, or what would you say is more
important?
• No worries, I can always give you a call back when the timing is better for a more in-depth
conversation. Just to make sure a follow up is worth your time, other [titles] are saying that [insert
pain point of persona]. What are your thoughts on that?
•

"I'm not the right person" (or they are trying to refer you to someone else)
• Oh shoot, maybe I'm barking up the wrong tree, I have your title as [TITLE] , did I get that wrong?
(hopefully they say no then proceed with:) Other [title]s share that [insert relevant data point]. Is
that not something you work on?
 • Got it - maybe you can help direct me to the right person. But first, do you mind sharing, usually
[title]s that I speak with prioritize [topic] and [topic]. Is that the case in your role?
• Great! Appreciate the insight! When you say they handle that, it means they're the decision
maker on the product or they're the financial signer, or? Sorry - I just know every org is different
so hopefully you can help me understand
• Thanks for sharing that! We can definitely include [person they're referring] in ongoing
conversations, I assume, if this was something you wanted to invest in, you'd still have the final
budget sign off?

"Going into a meeting - can you call me later?"

• Sure! what time works best for you? And in terms of an agenda, the purpose of this call was to
understand how you plan to deliver on [pain point]. I can share some insight on what's working
for our clients and you can let me know if a proper conversation makes sense!
•

"Bad timing"
• Thanks for letting me know - what timing would be better? And for my notes, would you mind
sharing what makes that the right timing?
• Ok, we can definitely follow up in [timeline]! Would you mind sharing - what will change between
now and [timeline] that will make this call more valuable?
• I'll make a note of that! Out of curiosity - other [title]s tell me that [urgent & important topic] is
something they can't wait [timeline if it's 3-6+ months] to get right. Would it be helpful to share 1-
2 bullet points that might help you today?

"Can you just send me an email?"

• Of course - can you help me understand what questions you want to get answered in a follow-up
email?
• Sure - what other [related titles] find helpful is to send a short email so they don't have to read a
generic overview. Can you help me understand what are the 1-2 bullet points you'd like me to
highlight in this follow up?
• I can do that! What other [job titles] find helpful is a custom follow up, so it's more worth their time
to read. What would you like me to send?
• Yes- I can put something together for you! Before I clog up your inbox with email 800, would you
mind taking 60 seconds to see if a follow up is a good use of your time?
• Yes - I can do that! To see if there's a mutual fit-- I don't make a habit of sending emails off
unless I'm pretty sure they're actually worth reading. Why don't we spend 60 seconds to quickly
 see if you want a follow up email from me?

"Is this a cold call?"

• Sure is! I wanted to give you a personal call because [insert personalized reason for outreach]

• Yep! I picked up the phone today because I thought you'd be open to hearing why [competitor]
and [competitor] are working with us. Would it be worth spending 30 seconds to learn why
they've both [data point]?

"How did you get this number?"

• From the internet (smile while saying this)! And I wanted to give you a personal call because
[insert reason for personalized call]
• My colleague passed it to me as your company mobile number, and I was asked to give you a
personal call because [insert personalized reason for call].

"We're happy with [competitor]"

• I'm not surprised to hear that! We have a lot of customers that have moved over from
[competitor] to ClickUp. A quick insight that they've been sharing is that [insert value prop here
without saying anything negative about competitor]
• That's great to hear! How long have you been working with them? If the timing was different,
would you be open to learning why other [job titles] have switched from [competitor] to ClickUp
and report and average time savings of 1 day a week [or other value prop relevant to job title].
• Appreciate the transparency! Would you mind sharing - if you were ever going to consider
making a switch, what would that process look like?
 Qualification Calls

1. TED Questions - (Tell me more about that... Explain to me... Describe to me...)

2. If your org were to purchase something like X, what would the business justification be?

3. What's causing you to look at this now?

4. Have you tried to solve this problem previously? What happenened?

5. Is doing nothing an option?

6. What happens if nothing changes with the way you are doing things today?

7. What does your ideal situation look like?

8. If our solution can get you there, what would that mean?

9. Why is this specifically important to YOU? (not the company)

10. If there was something that was going to stop us from working together, what would that be?

11. Who else cares about this problem?

 BANT Questions

BANT Questions
Budget
1. Please give me some more insight as to what you're expecting to spend on a solution like this?

2. Do you mind sharing what plan you’re currently using with (competitor)? If ClickUp is the solution
would budget already be approved from previous contract?
3. What does the typical budget allocation process look like for a solution like ClickUp?

4. Is there already an approved budget for this?

5. When you look at spend, is cost the most important deciding factor, or what other decision-
making criteria is important to your team?

Authority
1. I’m really curious, I understand you’re the XX, is there anyone else we need to involve before
going forward with this deal?
2. what other tools have you implemented before? What was that process like?

3. Is there any other team you work with that you feel would find value in this as well?

4. Who would we need to get the green light from and how/what would we need to show them in
order for us to do so?

Need
1. What piqued your interest in exploring a platform like ClickUp?

2. What does your current workflow look like?

3. What are your top priorities? How do they fit into your teams goals?

4. What problems/challenges are you tuning into?

5. What has stopped you from solving these challenges on your own?

6. What happens if you don't change anything?

Timeline
1. So why are you looking to make this change now? When are you trying to have that rectified by?

2. On the timeline factor, I am curious when are you trying to make a decision by and when are you
looking to have this implemented?
3. When are your next big deadlines or due dates? What happens if you don’t upgrade? What will it
ultimately cost?
4. Just to make sure I am not holding this up, when are you looking to have this decision by?

5. In a perfect world, when would you like to have this up and running by?
 Gina Mtngs

Scheduled
• Kevin Swicegood - Flowserve - Disco 1/31

• Jared Searle - LDS Church - 1/25 - Disco -- RESCHEDULE, he was sick on 1/25

• Nathan Thompson - Live Nation - 1/31 disco

• Luke Phillips - CGI - 1/28 qual/disco (reseller?)

• Jessica @ DirecTV - 1/28 disco

• Olga Vezertzi - Jacobs - 1/28 qual

Should Convert to SQO

• Intuit

Reschedule or No Show
• Microsoft - Grace Rojas - Qual (1/7 need to r/s)

• CGI - Neil Kramer - 1/14 - Disco - reschedule

• Equity Bank

• Ebay

• United

• Korey @ State of CA

• Henry Schein - Jim Thompson

• NYCBS

• State of Florida - 1/19 - Disco but not responding/went dark

MQLs Outstanding - no response

• Vivian Liu - Concentrix

• Melvin Seevinck - Also

• Rory OFarrell - Google

• Justin Clinton - CAD - Let's make a deal (schedule this for Chris)
 Kaitlyn Script

Hey David, it’s Kyle calling from ClickUp.

Hey I know I called you out of the blue. Do you 30 seconds for me tell you why I’m calling and we can
see if its worth a conversation?

Reason for the call to you specifically, my job is call VP of Ops and a lot of other VPs are using jira to
manage their workflow. Is your team currently leveraging jira?

Tell me about your experience with Jira?

• Tell me how you’re using Jira for your workflows?

• Tell me about how you would improve Jira

• Describe to me how you’re using other tools alongside Jira… Do these tools all speak to each
other?
•

Hi (name!) Kaitlyn from ClickUp - I realize I caught you randomly. Do you mind if I just briefly tell you
why I’m calling and you can let me know if now is a good time?

Thanks! The reason I’m reaching out to you is because there’s a good amount of your colleagues at
XYZ using ClickUp to increase their productivity and I’m curious to hear if you're also familiar with us or
have used us in your role yet?

I talk with a ton of creative directors and they always tell me about similar challenges that include
-No Visibility into Team's Workload
-Multiple Disconnected Tools
-Mixed Methodologies

-no visibility into the teams workload

-no time to be creative
-70% of creative teams said they need more time to be creative
Value recognition, executive support and buy-in, and gaining respect from internal clients are among the
top five challenges of creative leaders.
ClickUp is a powerful productivity platform that helps teams manage tasks,
workflows, databases, projects, and more — all in one place. Companies who are using ClickUp are
telling us they have experienced better cross-functional alignment, more flexibility in how they can work,
fewer missed deadlines, and overall improved process efficiency.

Tell me about
Explain to me
Describe to me

Since theres already a small footprint of clickup in your company, let me actually show you how other
teams in your organization are using the platform

IT CHALLENGES

-No Visibility into Team's Workload

-Multiple Disconnected Tools
-Mixed Methodologies

Marketing

Total transparency
Flexible organization

I've heard from current users about

1. Paunful UI ---> Slows down your work

2. Heavy admin requirements ---> You need to dedicate resources

3. Lack of Flexibility ---> You have to flex to Jira, as opposed to Jira flexing to you

4. Limited Project Management ---> You can’t manage complex projects

5. Pricing ---> Unpredictable changes in price, expensive add-ons

Companies who are using ClickUp are telling us they have experienced better cross-functional
alignment, more flexibility in how they can work, fewer missed deadlines, and overall improved process
efficiency.

Tell me about
Explain to me
Describe to me

Whats the risk if jira continues to be like this?

• Lack of cross-functional collaboration (where are we at w/ Marketing? How do we know?)

• Dependency risks (bottlenecks between multiple departments)

• Lack of Organizational Visibility (how are we keeping track of progress and holding each other
accountable

“Idk about you, but I’m liking where the conversation’s going and it seems like we can help, but that’s
without getting further into it. If you’re up for it, what others have found most helpful is a more formal
meeting where we can talk about XYZ in more detail, while also showing you where we align. Is that
something you would be open to learning about some time in the future?"

The reason why I'm calling you specifically is that ClickUp has been working with a lot of IT Directors
and what I've seen is that IT directors like to have control and make sure all their teams across the
board are on the same page. I've seen first hand clickup help them get complete visibility into their
teams workload
-flexibility in regards to high level views

Are you currently using any tools similar to ClickUp?

TELL ME ABOUT
EXPLAIN TO ME
DESCRIBE TO ME

Operations
 • Poor resource allocation (too many tools, planning, workload blind spots, etc.)

• Lack of cross-functional collaboration (where are we at w/ Marketing? How do we know?)

• Dependency risks (bottlenecks between multiple departments)

• Lack of Organizational Visibility (how are we keeping track of progress and holding each
other accountable?
•

Hey David, it’s Kyle calling from ClickUp.

Hey I know I called you out of the blue. Do you 30 seconds for me tell you why I’m calling and we can
see if its worth a conversation?

Reason for the call to you specifically, my job is call VP of Ops and a lot of other VPs are using jira to
manage their workflow.

Companies who are using ClickUp are telling us they have experienced better cross-functional
alignment, more flexibility in how they can work, fewer missed deadlines, and overall improved process
efficiency.

JIRA:

1. Paunful UI ---> Slows down your work

2. Heavy admin requirements ---> You need to dedicate resources

3. Lack of Flexibility ---> You have to flex to Jira, as opposed to Jira flexing to you

4. Limited Project Management ---> You can’t manage complex projects

5. Pricing ---> Unpredictable changes in price, expensive add-ons

IT CHALLENGES

-No Visibility into Team's Workload

-Multiple Disconnected Tools
-Mixed Methodologies
TELL ME MORE ABOUT THAT

WHAT CHALLENGES WERE YOU TRYING TO SOLVE WHEN YOU IMPLEMENTED YOUR
CURRENT TOOL

WHAT THEY NEED FUNCTIONAL BENEFIT EMOTIONAL PERSONAL VALUE

TO SUCCEED BENEFIT
Visibility into all work Complete transparency Show the value of Solidify your status
into the value of the your team’s as a rockstar of
team’s work and contribution to the quality work
contribution to the CEO and your
enterprise peers
Cross Functional Collaborate amongst Give customers Transform your team
Collaboration teams and across delightful into a digital,
departments in the experiences with customer-centric
context of work your company organization
An ecosystem of Standardize and Learn the most Lead a world-class
efficiency optimize processes for efficient department marketing
more efficiencies at your company organization

1. Demonstrating the value of the Marketing team

• No insights into the true affect Marketing has on revenue

• Peers don’t understand the costs associated with campaigns, brand, etc

• Outsourced work is difficult to track

• not being effecient

Senior Level Marketing Pain Points

Struggle to meet commitments, as evidenced by:

●Missing top of funnel targets (impacting sales)
●Widening gap between marketing, sales and product priorities
●Poor overall marketing spend ROI
ARR, REVENUE, CONVERSION
●Inability to plan (e.g. Hiring, Budgeting, Marketing Calendar)
Dashboards= high level overview, very visual

ClickUps automations, a body at rest stays at rest. The tool does it itself

-Process and structure for a wide variety of task types.

-Putting everything into one place to visualize the data

What differentiates ClickUp from the competition:

We are anything for anyone. With other platforms we've found that its really one size fits all. However
every company and use case is different!
-Completely customizable
-Will adapt to any org's or person's workflow

We use something already

"Great! What are you currently using? / What were you looking to solve for when you implemented
XYZ? / When's the last time you evaluated all options to ensure you have the most cost effective and
user friendly solution?

Yeah, they're pretty good! We've worked with a lot of companies who use and like them, however they
also tell us there are some limitations.
-not as collaborative
-not as user-friendly

What do you think is working and not working with that?

1. What are some areas you’d hope to improve?

2. What does your ideal work management solution look like?

3. What do you think the benefits of having a more streamlined and automated workflow would be
for your team?

• ClickUp is one app to replace them all. It's your place to work, no matter who you are or what
you do. Some really cool things you can do with ClickUp:
1. Create views, customize them, and share them with anyone
 2. Add resources like Conversations, Docs, and even Mind Maps that you can work without leaving
ClickUp
3. Prioritize what you and your team should work on next, and know exactly what everyone is
working on in real-time

Objections

"I'm not the right person"

“Thanks for your honest response! The reason I was reaching out to specifically was that......”And offer
them a perspective on how our tool could help them, their team, and the company overall. Then go for
the meeting again.

We use something already

"Great! What are you currently using? / What were you looking to solve for when you implemented
XYZ? / When's the last time you evaluated all options to ensure you have the most cost effective and
user friendly solution?

"Most of our biggest customers have come over from JIRA

*Then before they answer say, I don't want to get into the weeds here too much; want to make the best
use of your time, then pitch introduction with product expert

I want to make the best use of your time.

Its important we get this in front of you and figure out whats important for you

Asana
Asana can’t track time per tasks, customers fields is lacking…no formula fields as well. So good at
delegation of tasks but not so good at track effectiveness of workflows. Just something from one of the
calls I was on this week mentioned about Asana.
-clickup provides more flexibility with views

Asking for meeting

Cold: Given your role - it would be a great idea to get your initial feedback on our platform and show you
why teams from Google and Uber are utilizing us to manage their workflows - Would X or X work okay
for just 20-30 mins?
Budget-
1. How much do you spend on similar products and services?

2. What plan are you currently on with "BLANK"?

3. How much does "COMPANY NAME" expect to invest in your ideal solution?

4. What does your typical budget allocation process look like at "COMPANY NAME"?

5. Do you guys have a budget for solutions like ClickUp currently?

Authority-
1. What is your decision-making process for solutions like this ClickUp?

2. Who are the decision-makers that have the most influence on a process solution like ClickUp?

3. Who else works alongside you in a decision for a solution like this?

4. What is your decision-making process?

5. How can I help you meet your expectations?

6. Who on your team would be using this solution? What are their values? Obstacles?

Need-
1. What motivated you to look for a new solution at this time?

2. What will the consequences be if the problem isn’t solved?

3. What roadblock are you most concerned about in this process?

4. What do you hope to achieve when this solution is in place?

5. How important is this problem compared to others in your business?

Timeline-
1. When is the latest you want to have a decision set in stone?

2. How does this solution tie into your future initiatives?

3. Do you have the time and resources to start implementation now?

4. Realistically, when would you like to have this problem solved?

5. Walk me through the evaluation process. How long have you been looking for a solution?

6. What types of time constraints are you working with?

7. What are the implications if you don’t meet the timeline?

8. Are there any contracts from other solutions you’re already signed to? Until when?
 Kyle Ideas

Hey David, this is kyle from ClickUp.

Full transparency, this is a cold call so feel free to hang up if you'd like, but I was folliwng up on an email
I had sent in regards to consolidating your tech stack

Tell me
Explain to me
Describe to me

no need

Also… She said “My goal today is not to get a yes or a no out of you.” “I’d like the opportunity to
set you up to learn more about how we can help get you to your desired outcomes”

How you're getting visibility into all projects to quickly identify risks

3. A lack of visibility and reporting complicates workflows

I
Client
Transforming tech infr
3. Innovation and Digital Transformation.

• deliver IT projects on time and on budget

• provide a flexible system to consolidate tools and reduce admin burden

• streamline and standardize requests from other departments

Engineering Leader Challenges

• Reporting—Portfolio management is difficult to track across multiple teams from Company-level

down to Project-level.
• Lack of Visibility into projects, leading to poor risk mitigation

• App sprawl—Developers are often setting up new systems, services, and applications without
 oversight.
• Scale—what worked for the company in Year 1 won’t work in Year 5.

• Tech debt—Additional time/work required to fix temporary solves instead of long term solutions

IF THEY ASK WHAT CLICKUP IS

we're a project & work automation platform that consolidates your entire end to end work processes into
one single system that provides complete visibility into your organization's workflow

• ClickUp is a project management software with a ton of native integrations that serves as the
command center for your company's administrative needs. Users of ClickUp in (insert role)
typically save 8.5 hours a week in administrative workflows so they can spend more time

• Marketing: reviewing market trends and developing their company's brand and image

• IT: overseeing technical projects and improving IT processes in alignment with

organizational goals, more visibility

• Engineering: implementing innovative technologies and monitoring their product's

performance

• Operations: cultivating their teams and developing personal growth strategi

IF THEY RESPOND THAT THEY'RE NOT REALLY INTERESTED

• I totally understand. Can I ask if there are any tools that you're currently using to manage your
workflows?

IF THEY LIST THEM OFF

• Oh yeah! I've heard of ______, it's definitely a great tool and we've actually adopted
a ton of their users
• What in particular you're looking to accomplish by using ______?
 PAIN FUNNEL
• Definitely, a lot of people in the
• Marketing: Not enough time to spend on creative, difficulty seeing the bigger
picture of an ad campaign, show, or movie
• Engineering/Prod Dev: Difficulty managing agile workflows that can be easily
adjusted to adhere to rapidly changing conditions
• Operations: Difficulty overseeing a large amount of workflows and tracking
their completion

SHUT UP

Ultimately, I'd like to get out of your hair here today and make the best use of each other's time. Do you
have 20 minutes later this week to chat a bit further and see if we're a good fit?

"Go ahead and send me an email"

I'd hate to send an email and put more on your plate. I've got my calendar up right now and, if you've
got yours handy I'd love to make things easy and put a placeholder in now. Does next week (exact time
I'm on the phone) work for you?

Cause
Outcome

Where are you at today on a scale to 1 to 10

David, reason for the call was I noticed some colleagues of yours who have been utilizing ClickUp for
their project management over at { Company }.

Also… She said “My goal today is not to get a yes or a no out of you.” “I’d like the opportunity to
set you up to learn more about how we can help get you to your desired outcomes”

If you've never heard of ClickUp its a productivity platform/ collaboration solution that helps teams
manage tasks, workflows, databases, projects, and more — all in one place.

IT CHALLENGES
-No Visibility into Team's Workload
-Multiple Disconnected Tools
-Mixed Methodologies

Centralize
communications to
maximize productivity
Standardized
processes for more
efficient workflows

Ben Nichols - Manager of IT

7142880388

We've been helping Product development-Build product roadmaps

Prioritize features that matter
Align team resources

wrike
-more granular organization of tasks and projects

Functional Emotional Personal

Visibility into all work Complete transparency Show the value of Solidify your status
into the value of the your team’s as a rockstar of
team’s work and contribution to the quality work
contribution to the CEO and your
enterprise peers
Cross Functional Collaborate amongst Give customers Transform your team
Collaboration teams and across delightful into a digital,
departments in the experiences with customer-centric
context of work your company organization
An ecosystem of Standardize and Learn the most Lead a world-class
efficiency optimize processes for efficient department marketing
 more efficiencies at your company organization

• Poor resource allocation (too many tools, planning, workload blind spots, etc.)

• Lack of cross-functional collaboration (where are we at w/ Marketing? How do we know?)

• Dependency risks (bottlenecks between multiple departments)

• Lack of Organizational Visibility (how are we keeping track of progress and holding each
other accountable?

Increased visibility

We've seen Companies who are using ClickUp tell us they have experienced better cross-functional
alignment, more flexibility in how they can work, fewer missed deadlines, and overall improved process
efficiency.

Tell me about
Explain to me
Describe

IT CHALLENGES

-No Visibility into Team's Workload

-Multiple Disconnected Tools
-Mixed Methodologies

they chose

))
Are you using anything like ClickUp to manage your team's work?

(we're a project & work automation platform that consolidates your entire end to end work processes
into one single system that provides complete visibility into your organization's workflow)

((I speak with a lot of [TITLE]s in [DEPARTMENT]s like yours, and one of the biggest pain points is that
they're using an average of 13 different tools to manage their work. Reaching out to you specifically
because...

I speak with a lot of creative departments and a huge pain point is that about 60% of workers are either
completely overwhelmed, or barely meeting their deadlines. Saw that

How does your team manage work?

how do you keep track of what's work

[usually when i see a large amount of recent sign ups, it means that teams are benefitting from using
the platform in multiple ways -- would love to set up a time to discuss the collaboration benefits clickup
has on product marketing teams]

Typically when I speak with other {{title}}s, improving operational portfolios is an incredibly hot topic in
order to drive project planning, develop better collaboration and cross-divisional relationships.

ClickUp is a project management platform that helps improve productivity in all departments across an
organization, especially [xyz] teams, without having to work within multiple silos or different tools.
We've recently helped a company called Webflow save ~$200k a year by consolidating multiple tools to
boost productivity. How is your team currently managing end to end [department] projects?

Typically when I speak with other [Titles], improving creative portfolios is definitely top of mind when it
comes to driving project planning, develop better collaboration and cross-divisional relationships. By
removing multiple different tools, sheets and logins, ClickUp helps you exceed those goals much faster.

____

ClickUp helps boost productivity and gives leadership (if relevant) a better work management overview,
and honestly, most importantly - we're a totally customizable solution that helps combine a vast number
of tools into one platform.
ClickUp is one of the highest rated, fastest growing work management platforms.

Hi (name!) Kaitlyn from ClickUp - I realize I caught you randomly. Do you mind if I just briefly tell you
why I’m calling and you can let me know if now is a good time?

Thanks! The reason I’m reaching out to you is because there’s a good amount of your colleagues at
XYZ using ClickUp to increase their productivity and I’m curious to hear if you're also familiar with us or
have used us in your role yet?

Project work management tool that allows teams to collaborate within one single tool. We're actually
working with your marketing team

leveraging

-No Visibility into Team's Workload

-Multiple Disconnected Tools
-Mixed Methodologies

Since theres already a small footprint of clickup in your company, let me actually show you how other
teams in your organization are using the platform

Total transparency
Flexible organization

Marketing

Total transparency
Flexible organization

I've heard from current users about

1. Paunful UI ---> Slows down your work

2. Heavy admin requirements ---> You need to dedicate resources

3. Lack of Flexibility ---> You have to flex to Jira, as opposed to Jira flexing to you

4. Limited Project Management ---> You can’t manage complex projects

5. Pricing ---> Unpredictable changes in price, expensive add-ons

Whats the risk if jira continues to be like this?

• Lack of cross-functional collaboration (where are we at w/ Marketing? How do we know?)

• Dependency risks (bottlenecks between multiple departments)

• Lack of Organizational Visibility (how are we keeping track of progress and holding each other
accountable

“Idk about you, but I’m liking where the conversation’s going and it seems like we can help, but that’s
without getting further into it. If you’re up for it, what others have found most helpful is a more formal
meeting where we can talk about XYZ in more detail, while also showing you where we align. Is that
something you would be open to learning about some time in the future?"

The reason why I'm calling you specifically is that ClickUp has been working with a lot of IT Directors
and what I've seen is that IT directors like to have control and make sure all their teams across the
board are on the same page. I've seen first hand clickup help them get complete visibility into their
teams workload
-flexibility in regards to high level views

Are you currently using any tools similar to ClickUp?

TELL ME ABOUT
EXPLAIN TO ME
DESCRIBE TO ME

Operations

• Poor resource allocation (too many tools, planning, workload blind spots, etc.)

• Lack of cross-functional collaboration (where are we at w/ Marketing? How do we know?)

• Dependency risks (bottlenecks between multiple departments)

• Lack of Organizational Visibility (how are we keeping track of progress and holding each
other accountable?
•

Hey David, it’s Kyle calling from ClickUp.

Hey I know I called you out of the blue. Do you 30 seconds for me tell you why I’m calling and we can
see if its worth a conversation?

Reason for the call to you specifically, my job is call VP of Ops and a lot of other VPs are using jira to
manage their workflow.

IT CHALLENGES

-No Visibility into Team's Workload

-Multiple Disconnected Tools
-Mixed Methodologies

TELL ME MORE ABOUT THAT

WHAT CHALLENGES WERE YOU TRYING TO SOLVE WHEN YOU IMPLEMENTED YOUR
CURRENT TOOL
 WHAT THEY NEED FUNCTIONAL BENEFIT EMOTIONAL PERSONAL VALUE
TO SUCCEED BENEFIT
Visibility into all work Complete transparency Show the value of Solidify your status
into the value of the your team’s as a rockstar of
team’s work and contribution to the quality work
contribution to the CEO and your
enterprise peers
Cross Functional Collaborate amongst Give customers Transform your team
Collaboration teams and across delightful into a digital,
departments in the experiences with customer-centric
context of work your company organization
An ecosystem of Standardize and Learn the most Lead a world-class
efficiency optimize processes for efficient department marketing
more efficiencies at your company organization

1. Demonstrating the value of the Marketing team

• No insights into the true affect Marketing has on revenue

• Peers don’t understand the costs associated with campaigns, brand, etc

• Outsourced work is difficult to track

• not being effecient

Senior Level Marketing Pain Points

Struggle to meet commitments, as evidenced by:

●Missing top of funnel targets (impacting sales)
●Widening gap between marketing, sales and product priorities
●Poor overall marketing spend ROI
ARR, REVENUE, CONVERSION
●Inability to plan (e.g. Hiring, Budgeting, Marketing Calendar)

Dashboards= high level overview, very visual

ClickUps automations, a body at rest stays at rest. The tool does it itself
-Process and structure for a wide variety of task types.
-Putting everything into one place to visualize the data

What differentiates ClickUp from the competition:

We are anything for anyone. With other platforms we've found that its really one size fits all. However
every company and use case is different!
-Completely customizable
-Will adapt to any org's or person's workflow

We use something already

"Great! What are you currently using? / What were you looking to solve for when you implemented
XYZ? / When's the last time you evaluated all options to ensure you have the most cost effective and
user friendly solution?

Yeah, they're pretty good! We've worked with a lot of companies who use and like them, however they
also tell us there are some limitations.
-not as collaborative
-not as user-friendly

What do you think is working and not working with that?

1. What are some areas you’d hope to improve?

2. What does your ideal work management solution look like?

3. What do you think the benefits of having a more streamlined and automated workflow would be
for your team?

• ClickUp is one app to replace them all. It's your place to work, no matter who you are or what
you do. Some really cool things you can do with ClickUp:
1. Create views, customize them, and share them with anyone

2. Add resources like Conversations, Docs, and even Mind Maps that you can work without leaving
ClickUp
3. Prioritize what you and your team should work on next, and know exactly what everyone is
working on in real-time

Objections
"I'm not the right person"
“Thanks for your honest response! The reason I was reaching out to specifically was that......”And offer
them a perspective on how our tool could help them, their team, and the company overall. Then go for
the meeting again.

We use something already

"Great! What are you currently using? / What were you looking to solve for when you implemented
XYZ? / When's the last time you evaluated all options to ensure you have the most cost effective and
user friendly solution?

"Most of our biggest customers have come over from JIRA

*Then before they answer say, I don't want to get into the weeds here too much; want to make the best
use of your time, then pitch introduction with product expert

I want to make the best use of your time.

Its important we get this in front of you and figure out whats important for you

Asana
Asana can’t track time per tasks, customers fields is lacking…no formula fields as well. So good at
delegation of tasks but not so good at track effectiveness of workflows. Just something from one of the
calls I was on this week mentioned about Asana.
-clickup provides more flexibility with views

Asking for meeting

Cold: Given your role - it would be a great idea to get your initial feedback on our platform and show you
why teams from Google and Uber are utilizing us to manage their workflows - Would X or X work okay
for just 20-30 mins?

Budget-
1. How much do you spend on similar products and services?

2. What plan are you currently on with "BLANK"?

 3. How much does "COMPANY NAME" expect to invest in your ideal solution?

4. What does your typical budget allocation process look like at "COMPANY NAME"?

5. Do you guys have a budget for solutions like ClickUp currently?

Authority-
1. What is your decision-making process for solutions like this ClickUp?

2. Who are the decision-makers that have the most influence on a process solution like ClickUp?

3. Who else works alongside you in a decision for a solution like this?

4. What is your decision-making process?

5. How can I help you meet your expectations?

6. Who on your team would be using this solution? What are their values? Obstacles?

Need-
1. What motivated you to look for a new solution at this time?

2. What will the consequences be if the problem isn’t solved?

3. What roadblock are you most concerned about in this process?

4. What do you hope to achieve when this solution is in place?

5. How important is this problem compared to others in your business?

Timeline-
1. When is the latest you want to have a decision set in stone?

2. How does this solution tie into your future initiatives?

3. Do you have the time and resources to start implementation now?

4. Realistically, when would you like to have this problem solved?

5. Walk me through the evaluation process. How long have you been looking for a solution?

6. What types of time constraints are you working with?

7. What are the implications if you don’t meet the timeline?

8. Are there any contracts from other solutions you’re already signed to? Until when?
Brendan Ideas
 Corey Ideas

Remember, you're the expert

[INTRO] - UPFRONT CONTRACT

• Hey ________, it's Corey.

SHUT UP

• I'm following up on an email about ClickUp and was looking to hear your thoughts and learn a bit
more about your day leading _____ teams over at _____. Do you have a second to chat or
should we schedule our chat for another time?

SHUT UP

I also see here you've got some members over at XYZ who are currently using ClickUp so I'd love to
meet in the near future to discuss a bit further whether we're a good fit. But before I put throw anything
on the calendar, how are you currently managing your workflows?

SHUT UP

IF THEY ASK WHAT CLICKUP IS

• ClickUp is a project management software with a ton of native integrations that serves as the
command center for your company's administrative needs. Users of ClickUp in (insert role)
typically save 8.5 hours a week in administrative workflows so they can spend more time

• Marketing: reviewing market trends and developing their company's brand and image

• IT: overseeing technical projects and improving IT processes in alignment with

organizational goals
 • Engineering: implementing innovative technologies and monitoring their product's
performance

• Operations: cultivating their teams and developing personal growth strategies

IF THEY RESPOND THAT THEY'RE NOT REALLY INTERESTED

• I totally understand. Can I ask if there are any tools that you're currently using to manage your
workflows?

IF THEY LIST THEM OFF

• Oh yeah! I've heard of ______, it's definitely a great tool and we've actually adopted
a ton of their users
• What in particular you're looking to accomplish by using ______?

PAIN FUNNEL
• Definitely, a lot of people in the
• Marketing: Not enough time to spend on creative, difficulty seeing the bigger
picture of an ad campaign, show, or movie
• Engineering/Prod Dev: Difficulty managing agile workflows that can be easily
adjusted to adhere to rapidly changing conditions
• Operations: Difficulty overseeing a large amount of workflows and tracking
their completion

SHUT UP

Ultimately, I'd like to get out of your hair here today and make the best use of each other's time. Do you
have 20 minutes later this week to chat a bit further and see if we're a good fit?

"Go ahead and send me an email"

I'd hate to send an email and put more on your plate. I've got my calendar up right now and, if you've
got yours handy I'd love to make things easy and put a placeholder in now. Does next week (exact time
I'm on the phone) work for you?
 Marketing

Hey ________, I wanted to reach out and introduce myself as the ClickUp lead for XYZ company, do
you have 28 seconds for me to walk through why I'm calling?

SHUT UP

Yeah I'm actually following up on an email I sent a little while back about boosting impressions and
managing your resources with one tool instead of multiple. I know most marketing teams have 1 PM
tool for roadmap, another for UX/UI and even another for content creation. Looking to save your team
some time and money by putting all of those into 1 tool. Also, we'll get rid of those meetings that you
feel could have been handled in an email. Have you ever thought to yourself that your day is filled with
too many meetings?

FF
I also see here that some members on your team over at XYZ are currently using ClickUp, so I'd love to
meet in the near future to discuss a bit further whether or not we'd be able to help out your team even
further. Before I do that though, how are you currently managing your workflows?
OR
Ultimately, the reason for my call is to throw some time on the calendar to see if we at ClickUp can help
out, but before I do that, can I ask how you're currently managing your workflows?

SHUT UP

SHUT UP

IF THEY ASK WHAT CLICKUP IS

• ClickUp is a project management software with a ton of native integrations that serves as the
command center for your company's administrative needs. Users of ClickUp in (insert role)
typically save 8.5 hours a week in administrative workflows so they can spend more time

• Marketing: reviewing market trends and developing their company's brand and image

• IT: overseeing technical projects and improving IT processes in alignment with

organizational goals
 • Engineering: implementing innovative technologies and monitoring their product's
performance

• Operations: cultivating their teams and developing personal growth strategies

IF THEY RESPOND THAT THEY'RE NOT REALLY INTERESTED

• I totally understand. Is now just a bad time, is there a budget issue? Can I ask if there are any
tools that you're currently using to manage your workflows?

IF THEY LIST THEM OFF

• Oh yeah! I've heard of ______, it's definitely a great tool and we've actually adopted
a ton of their users
• What in particular you're looking to accomplish by using ______?

PAIN FUNNEL
• Definitely, a lot of people in the
• Marketing: Not enough time to spend on creative, difficulty seeing the bigger
picture of an ad campaign, show, or movie
• Engineering/Prod Dev: Difficulty managing agile workflows that can be easily
adjusted to adhere to rapidly changing conditions
• Operations: Difficulty overseeing a large amount of workflows and tracking
their completion

SHUT UP

Ultimately, I'd like to make the best use of each other's time. Do you have 20 minutes later this week to
chat a bit further and see if we're a good fit?

"Go ahead and send me an email"

I'd hate to send an email and put more on your plate. I've got my calendar up right now and, if you've
got yours handy I'd love to make things easy and put a placeholder in now. Does next week (exact time
I'm on the phone) work for you?
 • Match prospect pace

Substitute "Fair play" for

• makes sense

• Understandable
 IT

Hey ________, I wanted to reach out and introduce myself as your ClickUp account lead for XYZ
company, do you have 28 seconds for me to walk through why I'm calling?

SHUT UP

Most people in your position that I've worked with have told me they're experiencing some difficulty
managing agile workflows that can be easily adjusted to adhere to rapidly changing conditions.
Ultimately, the reason for my call is to throw some time on the calendar to see if we at ClickUp can help
out, but before I do that I wanted to ask, are you introducing many new projects during 2022?

IF THEY ASK WHAT CLICKUP IS

• ClickUp is a project management software with a ton of native integrations that serves as the
command center for your company's administrative needs. Users of ClickUp in (insert role)
typically save 8.5 hours a week in administrative workflows so they can spend more time

• IT: overseeing technical projects and improving IT processes in alignment with

organizational goals

• Engineering: implementing innovative technologies and monitoring their product's

performance

IF THEY RESPOND THAT THEY'RE NOT REALLY INTERESTED

• I totally understand. Is now just a bad time, is there a budget issue? Can I ask if there are any
tools that you're currently using to manage your workflows?

IF THEY LIST THEM OFF

• Oh yeah! I've heard of ______, it's definitely a great tool and we've actually adopted
a ton of their users
• What in particular you're looking to accomplish by using ______?
SHUT UP

Ultimately, I'd like to make the best use of each other's time. Do you have 20 minutes later this week to
chat a bit further and see if we're a good fit?

"Go ahead and send me an email"

I'd hate to send an email and put more on your plate. I've got my calendar up right now and, if you've
got yours handy I'd love to make things easy and put a placeholder in now. Does next week (exact time
I'm on the phone) work for you?

• Match prospect pace

Substitute "Fair play" for

• makes sense

• Understandable
 Standard

INTRO] - UPFRONT CONTRACT

• Hey PROSPECT, this is FIRST NAME with ClickUp! Listen...

• I know you weren’t expecting me, but...

• I understand I’m calling out of the blue here, but...

• I know it’s DAY/TIME and you’ve got a lot on your plate, but...

• I know I’m calling without an appointment, but…

RESEARCH
• I noticed how _________________ and that reminded me of
_______________. If you got a minute I promise to be brief. Sound fair?

GENERAL
• If you got a minute I promise to be brief. Sound fair?

• If you got a minute I’d like to tell you why I called. Sound fair?

Yes SOFT NO HARD NO

Ok Great! Totally understand, I'll be brief Totally understand, when can I ring you back?

• ClickUp is a work management platform that could be used by every team at COMPANY to
streamline workflows and boost productivity. I know that sounds a bit unrealistic, but it's true!

• Since I know I'm catching you out of the blue here, the purpose of me
reaching out today is to find a time for us to connect when you are expecting
me.

• Are you open to exploring this later on this week / early

next week?
• What's your reaction to us finding a convenient time later
this week / early next week to explore this solution?
 • Would it be a crazy idea to explore this later this week /
early next week?

I'm actually all good thank you for asking

• Okay, sounds to me like you've already got a project management tool that you're pretty happy
with then?

• LinkedIn

• Hey Jennifer! Sent you an email and thought to reach out to you here as well to prove I'm not a
robot, lol. Would love to hear your thoughts!
 Nick Ideas

COLD
Hxzey (name), this is Nick, we’ve never met before, I was hoping you can help me out though - are you
still w/ (company)?

---

Ok - I’ll keep it brief. I’m calling from a company called ClickUp - not sure if you’re familiar.

I’ve spoken with other ———’s/leaders who are facing challenges w/

We’re hearing about the same three challenges in today’s work environments:

-Collaboration is at an all-time low

-Projects and Tasks are getting harder to manage and report on with multiple tools
-There's no one place for teams to consolidate their technologies, and execute on their work

Not sure if you've ever ran into the same, but (industry) companies and (department) teams like yours,
use us to help manage their work and projects better.

Now I’m sure my timing’s off, you may not even be the right person to speak to about this - but if there
was a more efficient and productive way to manage your daily tasks and get your work done, do you
think that would be something you’d be open to learning about sometime?

I’m calling you about something that makes that easier and I’m wondering if you’d be open to learning
more, when I’m not *laugh* Cold calling you out of the blue.

PQL

(New PQL)

Hey (name)! This is Nick from ClickUp how are you?!

Hope it's ok I called - saw that you signed up for ClickUp and wanted to introduce myself. Not sure if
you're looking at ClickUp with hopes to support a larger team, either way, people have found it helpful
setting up a call to discuss what your state of work looks like today, goals you have to make yourself
more productive, and show how ClickUp can align and enhance your process.
I know I'm calling you out of the blue - would you be open to scheduling time to discuss all of this more
formally in the next few days or so?

20+ FF Play

Saw that you had signed up for ClickUp and wanted to reach out and introduce myself as one of the
Account Managers that supports ____

Noticed there were around ____ active users invited to the Workspace you own - usually when there's
this many people signed up to the same space, there's an impetus to have ClickUp supported at a
higher level.

[PERSONALIZED]
-Customer?
-# of other Workspaces?
-past opps?
-case study?

I know I'm calling out of the blue - purpose of me reaching out is to learn more about your interest in
ClickUp, and offer guidance wherever warranted.

Value Prop

We’re a work management solution that helps solve for three main challenges:

-Disjointed collaboration
-Having too many tools to execute on team work
-Lack of visibility into key metrics tied to projects, initiatives, and other work related items

• Why is ClickUp better?

• A lot of platforms make you work the way they want you to work.

• We are all about you and what you want

• We allow you to create the way you work with countless views and features
 • We allow you to customize the platform the way you want it

• Lack of collaboration, lack of transparency

• Inefficient workflows
• Relying on emails, having groups working from home

• Missed deadlines
• We’ve created a tool where it’s easy to trace and record all your projects to ensure things
don’t fall through the cracks

• Siloed tools and communication

• Docs, different views, high level overviews, chat features…
• Again it would make sense to connect you with a PE to showcase how this can be
useful to your team

• Not having a clear source of truth across different business functions

 Personas

• IT

• Marketing

• Engineering

• Project/Program

We're a Project Management tool that helps Product/Project/Program teams like yours execute on
tasks, deliver projects, and collaborate on them more efficiently. That's the dream. The main problems
when trying to accomplish all of that are why they use ClickUp in the first place:

• Projects are more complex than ever

• They involve many more individuals: more than could comfortably fit in a multi-skilled Scrum team

• Most large organizations aren’t geared up to run their whole operation in an agile way

• Digital Transformation

• Operations
 Objections

• All Set
• Understood - if you weren't all set then you'd be the one coming to me. If that's a full stop
hard no then I understand. Everyone's looking to lean out their processes and make them
more efficient, especially in this economy today. The goal for me is to generate interest,
and offer ideas on how we can help, not ask for your credit card number - that's way way
down the road.
• So with that said, what would have to happen in order for a convo like that to make sense?

• Competitor

• Budget
• Yeah I hear ya - feels like that's what everyone's saying these days, and it makes sense.
Money's always going to be the root of all evil, and if cost/budget is going to be the ultimate
roadblock between us, I will say the value you'd be getting with ClickUp diminishes the
impact of a number of challenges when your org's in lean mode:
• Reducing headcount - doing more with less

• Consolidating technologies - getting rid of nice to haves, and getting the most out of
the need to haves
• Proper resource allocation - understanding where we're winning, and more
importantly, where we're losing, then making necessary adjustments thereafter

• That's what teams like yours are coming to us today with in today's economy.

• I don't want to overstep anymore than I already have, but no one has to spend any money
right now, that's not my goal.

• Authority

• Timing

• Email

• Personal Usecase
Competitors
 Trever Ideas

• Review triggers

• Include top accounts we are currently working with your marketing team and we've been able to
do XXX
• Share real-life account stats

• "Hey (name), this is Carli Cottle calling from ClickUp. I'm looking for a little help. I don't know if it
makes sense for us to talk, but I'd like to put a little context around the conversation and see if it
makes sense for us to speak further. Give me a call when you get this. I can be reached at ###-
###-####, and I'll look forward to hearing from you soon. Thanks, bye."
•
 Alex C Ideas

Cold - outbound

Hey (name), this is Alex with ClickUp, this is our first time chatting - I was hoping you can help me out
though - are you still w/ (company)?

Ok - I’ll keep it brief. Like I said, I’m calling from a company called ClickUp - are you familiar with us?

Over 800,000 teams rely on ClickUp including some from Nike, Uber, and Microsoft.

We’re hearing about the same three challenges in today’s remote work environments:

-Collaboration is at an all-time low

-Projects and Tasks are getting harder to manage and report on with multiple tools
-There's no one place for teams to consolidate their technologies, and execute on their work

What kind of challenges, if any, are you facing over at x?

That's where ClickUp comes in.

"in a really short synopsis, ClickUp is a workplace productivity tool to help you work better. Its
the way to manage your core business initiatives, your day to day, your tasks, your
projects,your resource allocation. it is like the tool to manage any aspect of your business.

Do you see the value in learning more about this?

if yes,

ClickUp's purpose is to solve these problems.

What kind of issues, if any, negatively impact your workflow?

--
all of these productivity tools that came out - the mondays of the world, the jiras of the world looking to
make people more productive, all of them did a good job in their own way, but a lot of these tools are
non-flexible. You kind of have to work within their boundaries. and that might be ok for small business,
mid-market companies, but for enterprise-size companies, it becomes a little more challenging because
no tool was able to manage it very very well.
and all of this app sprawl created a lot of silos, a lot of clutter and a lack of productivity because you
cant report on data thats siloed right? nothing rolls up, nothing is connected, nothing is in sync and
because there wasn't one tool that allows everyone to work - they want agile scrum, they want waterfall,
they want to work just basic task list. They had to use different tools there was no tool that was capable
of doing all of that. but now clickup was created to solve that need and that's what it is.

--
NEW PQL:

Hey (name)! This is Alex from ClickUp how are you?!

Hope it's ok I called - saw that you signed up for ClickUp and wanted to introduce myself.

Not sure if you're looking at ClickUp with hopes to support a larger team, either way, most people find it
helpful setting up a call to discuss what your state of work looks like today, goals you have to make
yourself more productive, and show how ClickUp can align and enhance your process.

I know I'm calling you out of the blue - would you be open to scheduling time to discuss all of this more
formally in the next few days or so?

--

Current/Past Users)

Hey (name), my name's Alex I'm calling from ClickUp - I'm not sure if you remember signing up with us
a while back - do you remember ClickUp at all by chance?

Awesome to hear! Always makes these conversations go by a lot easier when you still have some
familiarity!

No worries! Yeah it's been quite some time in between now and when you last signed up - if you
have a couple seconds I can give you a refresher on who we are and what we do?

We’re a work management solution that helps solve for three main challenges:
-Disjointed collaboration
-Having too many tools to execute on team work
-Lack of visibility into key metrics tied to projects, initiatives, and other work related items

Not sure if you've ever ran into the same, or if that's where the interest was with ClickUp in the first
place, but we're a work management software that can help with all of this.

Thought I should reach back out and see if there was an opportunity to help further support yours and
your teams goals, and if it would make sense to connect more about this in the next week or so - would
you be interested in having a conversation like that sometime soon?
 Untitled

I apologize for the interruption, can I have 27 seconds to explain the call?

I don’t suppose I caught you at the worst time?

Great, I’ll keep it brief-

I’ve spoken with other ———’s/leaders who are facing challenges w/

• I realize I may be catching you off guard, but I work with other ____ teams who are looking to
improve:
◦ (Product) - low product throughput, delay costs, missed launch dates, cost of poor work quality,
reputation as a laggard, poor resource allocation, etc. etc.
◦ (Marketing) - budget overruns and missed deadlines, inconsistent work quality due to manual
efforts, poor resource allocation/workload management
◦ (Project Management) - losing track of priorities, delay costs, repetitive manual work, and to adapt
better to new customer/market demands
◦ (HR) - Pains of virtual onboarding, task management,

EPD

MARKETING

ALL:
are struggling with tool fatigue- so basically their teams are using a different system for everything -from
Jira to email to Asana to Slack and switching from thing to thing is affecting delivery output and visibility
(and Caps) for stake holders like you.

EXTRA: Some of your colleagues have started using us click up

I’m calling you about something that makes that easier and I’m wondering if you’d be open to learning
more, when I’m not *laugh* Cold calling you out of the blue.
 TBW

COLD
Hxzey (name), this is Nick, we’ve never met before, I was hoping you can help me out though - are you
still w/ (company)?

---

Ok - I’ll keep it brief. I’m calling from a company called ClickUp - not sure if you’re familiar.

We’re hearing about the same three challenges in today’s work environments:

-Collaboration is at an all-time low

-Projects and Tasks are getting harder to manage and report on with multiple tools
-There's no one place for teams to consolidate their technologies, and execute on their work

Not sure if you've ever ran into the same, but (industry) companies and (department) teams like yours,
use us to help manage their work and projects better.

Now I’m sure my timing’s off, you may not even be the right person to speak to about this - but if there
was a more efficient and productive way to manage your daily tasks and get your work done, do you
think that would be something you’d be open to learning about sometime?

PQL

(New PQL)

Hey (name)! This is Nick from ClickUp how are you?!

Hope it's ok I called - saw that you signed up for ClickUp and wanted to introduce myself. Not sure if
you're looking at ClickUp with hopes to support a larger team, either way, people have found it helpful
setting up a call to discuss what your state of work looks like today, goals you have to make yourself
more productive, and show how ClickUp can align and enhance your process.

I know I'm calling you out of the blue - would you be open to scheduling time to discuss all of this more
formally in the next few days or so?
We’re a work management solution that helps solve for three main challenges:

-Disjointed collaboration
-Having too many tools to execute on team work
-Lack of visibility into key metrics tied to projects, initiatives, and other work related items

• Why is ClickUp better?

• A lot of platforms make you work the way they want you to work.

• We are all about you and what you want

• We allow you to create the way you work with countless views and features

• We allow you to customize the platform the way you want it

• Lack of collaboration, lack of transparency

• Inefficient workflows
• Relying on emails, having groups working from home

• Missed deadlines
• We’ve created a tool where it’s easy to trace and record all your projects to ensure things
don’t fall through the cracks

• Siloed tools and communication

• Docs, different views, high level overviews, chat features…
• Again it would make sense to connect you with a PE to showcase how this can be
useful to your team

• Not having a clear source of truth across different business functions

 TBW

COLD
Hxzey (name), this is Nick, we’ve never met before, I was hoping you can help me out- are you still w/
(company)?

It looks like a few people at foursquare have been dabbling in ClickUp.

---Not sure if you're the right person for this, but saw you are heavily involved in the company operations
and a lot of people I speak to are facing workflow management challenges like:
-Disjointed collaboration
-Having too many tools to execute on team work
-and then for leaders like you lack of visibility into key metrics tied to projects, initiatives, and other work
related items

I'm calling about something that solves those challenges and was looking to grab a quick virtual coffee
with you, when I'm not *laugh* cold calling you out of the blue.

Ok - I’ll keep it brief. I’m calling from a company called ClickUp - not sure if you’re familiar, a few people
at foursquare have been dabbling into what we do and given you lead the blank initiatives I thought you
could be a good person to speak to.

I’ve spoken with other ———’s/leaders who are facing challenges w/

We’re hearing about the same three challenges in today’s work environments:

-Collaboration is at an all-time low

-Projects and Tasks are getting harder to manage and report on with multiple tools
-There's no one place for teams to consolidate their technologies, and execute on their work

Not sure if you've ever ran into the same, but (industry) companies and (department) teams like yours,
use us to help manage their work and projects better.

I’m wondering if you’d be open to , when I’m not *laugh* Cold calling you out of the blue.

Now I’m sure my timing’s off, you may not even be the right person to speak to about this - but if there
was a more efficient and productive way to manage your daily tasks and get your work done, do you
think that would be something you’d be open to learning about sometime?

I’m calling you about something that makes that easier and I’m wondering if you’d be open to , when I’m
not *laugh* Cold calling you out of the blue.

PQL

(New PQL)

Hey (name)! This is Nick from ClickUp how are you?!

Hope it's ok I called - saw that you signed up for ClickUp and wanted to introduce myself. Not sure if
you're looking at ClickUp with hopes to support a larger team, either way, people have found it helpful
setting up a call to discuss what your state of work looks like today, goals you have to make yourself
more productive, and show how ClickUp can align and enhance your process.

I know I'm calling you out of the blue - would you be open to scheduling time to discuss all of this more
formally in the next few days or so?

We’re a work management solution that helps solve for three main challenges:

-Disjointed collaboration
-Having too many tools to execute on team work
-Lack of visibility into key metrics tied to projects, initiatives, and other work related items

• Why is ClickUp better?

• A lot of platforms make you work the way they want you to work.

• We are all about you and what you want

• We allow you to create the way you work with countless views and features

• We allow you to customize the platform the way you want it

• Lack of collaboration, lack of transparency

• Inefficient workflows
• Relying on emails, having groups working from home

• Missed deadlines
• We’ve created a tool where it’s easy to trace and record all your projects to ensure things
don’t fall through the cracks

• Siloed tools and communication

• Docs, different views, high level overviews, chat features…
• Again it would make sense to connect you with a PE to showcase how this can be
useful to your team

• Not having a clear source of truth across different business functions