BP
This is how you ask for the tech win (verbatim)
What is "from a technical perspective, is verkada your preferred solution?"
Give me a lever you would use on the pricing call?
Up to me if its right
What is the most important part of discovery?
Implicating Pain
What camera has a split lense thats not attached to the body of the camera?
CM41-S
How much does an account have to purchase to get credit as a QNL?
$5k
After asking for their decision process, you need to ask these 5 questions to get a better understanding
Who approves this project?
Who needs to be involved?
What is important to them?
does lowest price always win?
What do you forsee being the biggest challenges getting this approved?
What is the time limit on Blind demo
21 minutes
How many Points per day should you get as an AE? (the daily goal)
8
What mountain did Josh see Verkada at last week?
Aspen Snowmass
What is the temperature range of our cameras?
-40 to 120
What trial should you ALWAYS turn on during your technical checklist on a halftime call?
Alarms
What was the biggest deal of this quarter in our office?
Bethune Cookman
What is Implicating pain?
dig so deeply into a pain that the customer feels like they need to solve it now
What protocal do we integrate with on the Command Connector?
ONVIF-S
What is the environmental rating of the AD34
IP65
What is our office quota this quarter?
12.85M
why is getting a trail out so important to the deal cycle?
exclusivity, brand trust, real-life use cases, customer engagement
What are the 2 parts to the decision process?
business approval and technical validation
Who are our Guest competitors
envoy, proxyclick, raptor, ilobby, traction guest
How many users can access control support?
100,000
This is the temperature check question
If we get a price within your budget, is there any reason why you wouldn't be able to purchase by x date?
Give me an example of an M1 and an M2 metric
up to me
What are the 3 questions you need to be able to answer before hopping into a demo?
Why would their CFO buy? How can I justify a 33% premium? How can I win each of their decision Criteria?
What product connects the alarm panel or wireless hub to LTE
Cellular Module
What is RTSP and what port does it use?
RTSP will send an additional stream from the camera to the their local NVR/DVR.
RTSP uses port 8554