Operations
At what point should you send an opportunity to an Account Executive?
After you have qualified PACT, and set a follow up meeting with the AE.
This type of study measures how many vehicles turn left, right, or go straight at a four-way stop.
Turning Movement Count (TMC).
What does MQL stand for?
Marketing Qualified Lead
This is the AI-powered dialing program that Ethan has been asking the team to implement to increase call volume and efficiency.
Nooks
What does PACT stand for?
Pain, Authority, Consequence, Timeline
Salesforce is where our customer data lives, but this is the tool where you actually work your leads and log every call to keep your sequences active.
Outreach
This "Vision" is the global goal of reaching zero fatalities or serious injuries on the road.
Vision Zero
How many MQLs did the marketing team generate for us last year?
4825 (any answer between 4800-5000 will be accepted)
What does MATEO Stand for?
Miovision Automated Traffic Engineering Operator
This letter in PACT identifies if the contact is the one who can actually sign the check or move the budget.
A: Authority
What should you do if you need to be added to an opportunity you sourced but an AE created it?
Submit the google form that Patrick created and sent to the team.
This is the primary goal of Opticom EVP: to ensure these types of vehicles get a green light as they approach an intersection.
Emergency Vehicles (Fire, Police, EMS)
How quickly should I follow up with my MQL?
ASAP! But within 4 business hours of receipt.
How many SQLs did our team create in FY25?
919
True or False: "We want a quote" is a Pain point.
False
After talking to a prospect who is interested, I should tell them the AE will reach out to them for a meeting
False. When we have the prospect on the phone we should book a mutually acceptable meeting time based on the AEs and prospects calendar.
This is the maximum number of lanes a single Scout Plus unit can accurately capture for a volume study.
Up to 4 lanes
How many touchpoints should we put on an MQL before nurturing/DQing?
Minimum of 5
What was the total pipeline generated by the team in FY25?
$52M
It is important to log calls/emails in SFDC via Outreach because…
It shows that the BDR/SDR has properly engaged with the prospect and deserves SQL credit
This is the Miovision hardware device that acts as the "brain" inside the cabinet.
Miovision Core (or SmartLink)
This is what the acronym ITS stands for in the traffic industry.
Intelligent Transportation Systems
On January 20th, Marketing hosted this specific technical webinar to help customers troubleshoot their permanent cabinet hardware and move "From Issue to Resolution."?
Customer Training: Miovision Device Core — From Issue to Resolution
This is the placeholder value for a Scout opportunity that I should be entering upon opportunity creation
$8500-$10,000
This is the most important process/step to prevent "Lead Stealing" or double-working an account.
Checking for existing Accounts or Contacts before outreach. (or de-duping)