Discovery & Demo
This type of question can be answered with one word — usually "yes" or "no"
What is a closed-ended question?
What are the value drivers?
What is Reduce Risk, Increase Efficiency, Digitally Transform the Business?
This industry often relies on temperature-controlled delivery to protect product quality.
What is F&B?
What is the correct asset tracker for a dumpster?
What is an Unpowered Asset Tracker?
Who has fragmented support and procurement complexity through resellers?
What is Geotab?
The style of questions you should use to build open-ended discovery questions.
What is TED?
The initial, detailed description of a prospect’s current, undesirable state.
What is Before Scenario?
These rules track how long commercial drivers can drive and work.
What is Hours of Service (HOS)?
This score is made up of harsh events, speeding, seat belt data, and more to give every driver a number to track risk.
What is a Safety Score?
Which competitor offers human review of their AI?
What is Motive?
The ultimate reason strong discovery matters
What is a curated demo?
What are "required capabilities"?
What is a solution “must do” for the customer?
This industry's revenue often depends on billable time in the field
What is Field Services?
This feature helps fleets avoid low bridges, truck-restricted roads, and costly route mistakes
What is Commercial Nav?
This is Motive's term for pitching capabilities and hardware that aren't fully built yet
What is future selling?
This is a common selling mistake
What is feature dumping?
This is the ultimate summation in CoM, used internally and externally to ensure alignment
What is the Mantra?
This compliance requirement helps interstate carriers report and pay fuel taxes based on where their vehicles operate
What is IFTA?
In physical operations, this helps replace paper checklists, manual follow-ups, and scattered handoffs so teams can standardize how work gets done across locations.
What are Workflows?
This framework name describes how Samsara positions its approach against competitors
What is "HWDI/B"
What are the 8 components to the grading rubric for your demo cert?
What is Professionalism, Agenda Setting, Discovery (2 pain points), Connecting Demo to Pain Points, PBO/Proof Points, Authority, Pricing Response, Next Steps?
A seller uses this asset to connect a customer’s current pain to a PBO before a discovery call — so they can guide the conversation without jumping straight to product.
What is a value card?
This common pain point frustrates customers, increases call volume, and can lead to missed SLAs or rescheduled jobs.
What is missed or inaccurate ETAs?
A safety manager has hundreds of drivers, limited time, and inconsistent follow-up across locations. This motion helps prioritize behavior change instead of just reviewing events.
What is Driver Coaching?
Name two of Samsara's unique differentiators.
What is:
- market leader in safety
- broadest operations platform (all-in-one connected platform)
- exceptional service
- simple and effective frontline experience
- scale and stability
- integrations and customization
- reliable hardware and connectivity