Pipeline Management
SMART Goals
Larger Companies
Enjoy the View
Potpourri
100
600
What is the minimum amount of leads and accounts to have in your name? 
100
What your goal needs to be in order to know your progress and when it is completed. 
What is measurable?
100
The two most important things to larger companies.
What is productivity and safety?
100
This is the owner alias for Jacqui.
What is jbone?
100
When you are concerned about earning someone's business rather than just hitting a booking KPI. 
What is solving for the deal? 
200

What do they handle as a company? When was the last time they looked at GPS or do they have a system already in place? How do they handle...? 

Are a few examples.

What are Second Level questions?
200
You need to know this in order to know where you are going. 
What is where you are now?
200
Asking engaging, thoughtful, and/or risk-conscious questions. 
What is Healthy Skepticism?
200
The queues from which we can pull leads
What is the NC INT Holding Queue and the NC Prospecting Queue?
200
Not being desperate with a prospect because you know there is plenty of business out there. 
What is mindset of abundance? 
300
Closed, Discovery, Second Level Questions, and PAINT
What is the 4 boxes? 
300
Theory that what you think, feel, and talk about is what will happen.  
What is Law of Attraction?
300
A good person to start with in order to find out about how the company handles driving style.
What is the Safety Manager/Director?
300
The SIC Code for plumbing
What is 1711?
300
The two types of gatekeepers
What are permanent and situational?
400
This is the number of days it would take you to call all 600 leads/accounts by making 75 calls per day. 
What is 8?
400
Setting and accomplishing goals is how you pursue this.
What is Vision?
400
The type of person that is a leader, need to feel in charge, and need you to get down to brass tacks.
What is a Driver?
400
How you tell your view what to do
What is Filter Logic?
400
The social style of a person that is friendly, talkative, and tells a story. 
What is Expressive? 
500
The type of pipeline you want to have. 
What is a wedge?
500
This is what will change the trajectory of your life.
What is personal development?
500
Four examples of competitors in this market

Who is:

Nextraq, GPS Insight, Samsara, GPS Track It, Azuga, US Fleet Tracking, Spherion, VTS, Intouch GPS, Mix Telematics, GeoTab, Trimble, Teletrac, Fleet Complete, Inthinc

500
Finding companies outside of Salesforce. 
What is Outside Prospecting? 
500
Not pushing too hard, but what you create to discover and build pain
What is constructive tension?
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