SD Tools & Resources
Used to categorize the sites that we should call on based on the importance of calling on them
What is P-List
What percentage of next day delivery is available in the US?
What is 98%
You have successfully engaged the customer in a selling conversation and the customer is interested in seeing a price analysis to compare pricing from their other vendors. What stage is this opportunity in?
What is the negotiating stage
You keep calling but cannot get the buyer on the phone. You should use this tool to engage the buyer in a call cycle
What is HVS cadence
What year was Staples founded
1986
The tool used to track and associate the calls made out to site
What is Tenfold
What is 75%?
The decision maker answers the phone but says "Hey I don't have time to talk about this right now. Call me later" and hangs up. What stage is this opportunity in?
What is Suspect or Prospect.
This is where you call notes should be stored so that your progress is tracked and visible to anyone looking to figure out what is going on with this site.
What is opportunity (notes)
What year did Staples try to merge with Office Depot but was blocked by FTC?
2016
Want to see your call progress for the day and see your opportunities based on the stages, what tool do you need to use?
What is KPI Dashboards
What is the current campaign we are running that provides 2,000 experts with the advice, service, and support for customers?
What is "Business is Human" campaign
The customer says I will be placing an order next week.
This is something that should be mentioned on every call for privacy reasons and quality assurance
What is call recording or you're on a recorded line
Who was the previous CEO of Staples?
Sandy Douglas
You go here to create a customer quote. It shows you the floor and ceiling pricing for the customer.
What is Priceright
These pricing agreements are often statewide or for specific industries. They include a lot of buyers that purchase together to get better pricing and discounting.
What is GPO or consortium
You have successfully engaged with the customer and the opportunity threshold dollar amount has been met
What is closed won
The opportunity has closed won yay! This should be done to continue to bring in those sales dollars and increase that future commission check.
What is set a ramp up task
What year was Tru Red introduced?
2019
Want to access order information, ship to IDs, customer shopping lists, and even see what a customer currently has in their cart? What tool allows you to do all of these things?
What is Nexus
Name the 6 Boss categories that Staples offers products in?
DOUBLE POINTS AVAILBLE for the 2 often forgotten categories.
What is office supplies, facilities, breakroom, technology, furniture, and print. & marketing.
(Double points for: promotional products & shipping supplies)
You have a successful discovery call with the customer and have set a follow up call to continue the conversation and SBA and all it has to offer
What is engaged
DOUBLE JEOPARDY
- Role play a brief call with a customer there are 3 things we are looking for to award you 1,000 points, so make it good!
Role play call must
- state they are on a recorded line
- Ask about other vendors
- Set a follow up/ next steps
Who is the current owner of Staples?
Sycamore Partners