Disco
Demo
Trial
On-site
Close
100
What are two good open ended questions that you could ask a safety manager?
Any answer around driver safety that's not a closed question.
Stay away from simple questions because you will get simple answers
100
Name three things that you show you on every demo.
Fleet overview, Alerts, safety, reports, ELD, product overview, helicopter view
The rule of three - don't feature dump
100
In order to ship a trial, what info do you need from the customer?
Shipping address, make, model, year, T-shirt size Have them check the trial agreement, trial goals, products, revenue, opp created,
100
When should you go visit a client?
When it makes business sense. i.e Deal size is 2x your quota.
If it will move the deal forward
If it's close to our office
100
If your customer is ready to sign up with Samsara, name all the different ways the customer can pay?
Finance options
Samsara direct-old and new
All up front
Deals desk
Hardware upfront and finance the rest
SMB
200
What does B.A.N.T stand for?
Budget, Authority, Need, Time
You should leave every disco with this information
200
Name three (approved) demo accounts that you could use to showcase routes
Hardies, Schwebel, Cash-Was
Diversify your demos
200
When extending a trial, how many days will Salesforce allow you to extend it for?
15
200
When flying to a customer, what are things you should prep your manager and Johnny with before booking your flight?
Name of company, deal size, address, rental car cost, flight cost, how many days, how many customers you plan to see, Who will be attending the meeting, How far along are the deals, If you need support from management and/or SE, Expected close date, block time off Johnny and Andrew's calendar, hotel cost
200
Your 30-day trial is going well and the DM loves everything about us. Walk me through how you would ask for the business before the 30 day trial period?
Role play - Ask for the business
300
What does M.E.D.D.I.C.S stand for?
Metric, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
Every disco every time
300
How do you describe hyperlapse to a customer?
Sped up videos allowing you to quickly review footage and find important events.
300
Your customer really wants to see how they can improve on safety, Hours of Service, and routes within their fleet. What are good features to set up for the customer?
Voice coaching, Wifi, scheduled reports, load their addresses for them, Geofences, Alerts,
300
You have 1 hour with your customer, how would you utilize your time?
5 min - building rapport
10 min - getting a tour of the yard
5 - min for setup - wifi/pull up deck/gather audience
20 - Demo/install/going over trial results etc
10 - minutes for next steps/Q&A
300
What are some things that could slow up a deal when dealing with finance partners?
Tax documents for the last two years
PG
Special Taxes for Canada customers
Can't sell into Canada
Can't do 7 years or 10-year deals
High-interest rates
Approved for a fixed amount
400
Name three reasons why you would disqualify an opp after going through the disco?
Not enough vehicles, No budget, No need, No solution, Not the right time
Not all business is Samsara business - We aren't a fit for everyone.
400
Your K-12 client is looking for a solution to that will help them track students. What products/features do you show? Why?
Rides report
Cameras
VG's
ID Scanner
400
Name three things on the trial agreement form that our manager Andrew created?
Trial products and goals, Trial timeline, Trial participants, Key dates and action items,
400
Name 5 or more things that can go wrong during an onsite.
Bonus points if you have diff ways to navigate through those challenges.
Wifi is down, Client is late, you're late, flight canceled or delayed, hotel issues, rental car issues, demo account issues, vehicles are not in the yard, distractions while onsite,(phone ringing, people keep interrupting) etc....
400
Choose someone from the other team to do the following role play with:
Scenario - Your customer has 30 vehicles and 30 trailers with Fleetmatics. They are currently trialing our VG's, CM22's, and AG's. They came inbound looking for cameras. They are out of contract with Fleetmatics, but they like the pricing that Fleetmatics has offered them to stay.
Fleetmatics pricing -34.00 a month for GPS, And 17.00 a month for Asset Tracking. No cameras. They are ready to move forward with the cameras if we can offer them a great deal.
Walks us through how you would close/upsell this deal.
If you need more info on the customer the "customer" can make it up.
Points are rewarded if the customer agrees to the next steps/close
500
Role play - Find one person in the room and do a 1-2 min disco and try to get to third level pain.
ex: Inboud lead from a marketing campaign - Client has 30 vehicles and is looking for cameras for his fleet.
The room will judge if the team deserves a point
500
At the end of the demo, the client is requesting pricing for our core 4 products. (VG, AG 24, AG 41, CM) What are the list prices?
Bonus points if you can give pricing for other sensors
VG 129 33.33
CM 22 349 50
CM12 199 33.33
AG24 249 15
Cables 249 for reefer cables
AG41 129 9.00
500
Your customer wants a trial of "Power Take-off" for their snow plows. What do they need to do? And how much extra is this for them?
Copper wire and free
500
Name 5 key players that you should try to meet with while you're onsite?
DM, FM, DIspatch, Mechanic, Safety Manager, Operations, HR, Finance,
500
Role Play - Grab someone on the other team and role play the following:
-The customer is ready to move forward but you haven't introduced financing options yet. Keep in mind, you are currently at a 50% blended discount. The deal size is 150k. They have poor credit so interest rates will be 30k+.
-The customer role is to push back and challenge the rep on financing options.
Points awarded if the client agrees to pay.