Who's the DM?
This person cares about ROI over everything
The owner
Which product provides Wifi, ELD, GPS, and maintenance?
VG 34 (Vehicle Gateway)
Beginning of call - "We're using someone right now."
What do you say next?
Great, who are you guys using and how do you like them?
OR
I assumed you were already using someone, who did you guys go with for GPS, what about dash cams?
Which industry cares about streamlining ELD Compliance?
Transportation and Logistics
What is our team name?
HOT TAYS
This person cares about improving driver safety in the transportation and logistics industry
Safety ________ (director, manager, etc.)
What would you pitch to improve driver safety and productivity?
Safety reports, driver scorecards, and AI dashcams
End of call - "We're busy right now"
What do you say next?
No problem, we can work around your schedule. Do you have 15 minutes tomorrow or Wednesday?
Which industry would you ask "How do you currently maintain product quality?"
Food & Beverage
Where do you find BANT rules?
Sales Constitution
This person is concerned with lowering costs and reducing vehicle downtime
Fleet Manager
What is geofencing?
A feature that sends alerts when assets leave or enter a site
"We're all set with Fleetmatics." What do you say next?
A lot of Fleetmatics customers are actually making the switch to Samsara for (how we win), I'd love to show you so you can compare apples to apples.
What is a question you'd ask a construction company who cares about reducing downtime?
How do you keep track of maintenance issues?
How do you locate equipment needing repair?
How much unplanned breakdowns cost?
What is the timing acceptance criteria for CML?
Compelling event (need from BANT) within 90 days.
Who would you give the following solution to?
With Samsara, you can dispatch vehicles that are closest to customers, reduce wait times, and optimize paths to destination based on traffic and other road conditions.
Dispatcher
What would you pitch to someone in construction who cares about staying under budget and improving profitability?
Time on site reports, equipment reports, dormancy reports and idling alerts.
"Just send me an email"
What do you say next?
Great, what's your email? Let's schedule a follow-up to review after, what time ___ or ___ would work best?
Which industry would you ask these discovery questions to:
How do you communicate to passengers if a vehicle is running behind?
Do you have a way of ensuring only those who should be on your vehicle are able to come aboard?
Passenger Transit
If a customer has 125 unpowered assets and no vehicles, what segment does this go to?
Commercial
This person is most concerned with improving overall company efficiency
Chief Operating Officer
You run a plumbing company, what would you use to boost employee productivity?
Verify time worked, track arrival and departures with Time on Site and Geofences
"We're just not interested"
What do you say next?
I hear what you're saying, but based on x, y, z that you just told me, this makes sense for you to at least look at.
Which industry would you ask these questions to:
How much does your cost of insurance impact you?
Has your safety or CSA score ever impacted business?
How do you monitor risky driving and incentivize behavior?
Any industry with vehicles
What is the Y in BANTY?
WHY are they talking to us right now?