Opportunity
What is an Opportunity?
When you uncover a need an agency has
Why do we do Call WRAP?
track account activity and log outcomes for KPI's
An agency says they do not use us and would like to be taken off the call list. They hang up on you. What outcome would you log this as?
Uninterested
You call a town clerk. What call type is this?
Call
What is your pipeline?
Where all your opportunities are.
What tab in Salesforce can opportunities be found under?
Related
What 2 things should the "Comments" section always include when logging activity in SalesForce.
Pre-Call Plan & Notes
You call the Trane rep to discuss an HVAC project that is upcoming at the school district. What outcome would you log this as?
Supplier Conversation
ISO has a Morning Masterclass. What call type is this?
Training
Weekly: 125 Calls, 40 PO's, 15 Opps
Qualifying
What are the two things you do after a call?
Set Task and Send Email
You spoke with an agency and went into depth about OMNIA Partners and the value you are able to add. What outcome would you log this as?
Completed Full OMNIA Partners discussion
You Zoom with the purchasing agent at a school district to discuss their membership and current contract utilization. What call type is this?
Virtual Meeting
Give an example of a positive outcome
nice!
A city emailed wanting to get connected to the Home Depot OMNIA Partners contract. You have looped in the Home Depot rep to assist the agency. What stage of opportunity is this?
Negotiated
Explain Call Type vs Call Outcome
Call Type: category of the call (Call, Training, Mtg)
Call Outcome: Result of the interaction (LVM, Uninterested, etc.)
The agency says they are building a playground this summer. They are not sure what route to go, they asked you to follow up in 2 months when it gets closer. What outcome would you log this as?
Uncovered opportunity, supplier TBD
You speak with the agency on the phone for over 15 minutes. What call type is this?
Virtual Meeting
What is one of Annsley and Caroline's fun facts?
: - )
A county has not gotten connected to a contract. It has been months since the opportunity presented itself and you cannot get in contact with the main POC. What is the reason to Closed Lost this opportunity?
Stalled
Write out the format we use for the "Opportunity Name" when creating an Opp in SalesForce. (Do one for Negotiated and one for Qualifying)
City of Franklin - Home Depot (Negotiated)
City of Franklin - Playground Equipment (Qualifying)
You speak with the gatekeeper who says the main POC is only in office Tuesday and Thursday. It's Wednesday, so he offers to put you through to the POC's voicemail and you leave a message. What outcome would you log this as?
Interested in learning more, no meeting scheduled
You have a Zoom meeting with a HON rep to discuss your territory. What call type is this?
Call
Name 3 MRO suppliers
Cool!