Discovery & Qualification
This acronym is used to qualify an ADR → AE transfer.
BANT
What’s motivating fleets to move toward consolidated platforms?
Fleets are tired of juggling multiple point solutions and want everything in one, unified system.
Smart sellers avoid bringing this topic up too early, ensuring the prospect first understands the full value of the solution.
Pricing
What’s the first step when a prospect raises an objection?
Actively listen/acknowledge before responding.
What’s one challenge Geotab customers face when relying on resellers?
Fragmented support and procurement complexity through resellers.
What’s the difference between a decision maker and a champion in a sales process?
A decision maker can sign the deal; a champion advocates internally but can’t finalize purchase.
How is data changing the way fleet leaders make strategic decisions?
Instead of relying on gut instinct, fleet leaders are leveraging connected data to identify trends, reduce risk, and uncover new opportunities for growth.
Why is flexibility in contracts or billing a selling point for many customers?
Customers want flexibility to avoid rigid, long contracts and manage fleet growth/downsizing.
What's one way to respond if a prospect says, “We’re too busy to change systems right now”?
Empathize, then pivot: “I hear you... many fleets feel the same. That’s why we focus on fast installs and easy onboarding…”
What’s one weakness of Verizon Connect compared to Samsara?
Outdated UI, weaker video/AI features, unreliable data, complex support.
Name one red flag that might indicate a prospect is not well-qualified.
No budget, no fleet/asset volume, no decision-making power, or “just curious” interest.
How are driver expectations shaping technology adoption in modern fleets?
Drivers increasingly expect intuitive, app-like tools that simplify their day-to-day tasks-- pushing fleets to invest in solutions that improve user experience and retention.
What’s one way to handle a prospect who says, “Your competitor is cheaper”?
Acknowledge competitor pricing, then reframe around total cost of ownership, value, and outcomes.
A prospect says, “Verizon Connect is safer since they’re bigger.” What’s one way you could respond?
"True, they’re large- but many fleets find the outdated UI and lack of integrated video create more headaches than benefits. With Samsara, you get a modern, all-in-one solution."
Which competitor is known for long video retrieval times, sometimes up to 24 hours?
Lytx
What types of questions should you use to avoid getting simple "yes/no" responses?
Open-ended discovery questions
How is AI influencing the future of fleet management?
AI is helping fleets move from reactive to predictive operations- using insights to prevent issues, optimize routes, and enhance safety before problems arise.
What’s a strategy you could use if a deal is stuck because of price concerns?
Reframe value, involve more stakeholders, explore creative deal structures (phased rollout, pilots).
This objection- often phrased as “We’re happy with our current provider”- is best addressed by uncovering hidden pain points or missed opportunities.
Loyalty or status quo objection
Which competitor offers quad-view cameras but struggles with false positives?
Netradyne
These questions help uncover not just surface-level issues, but the emotional or business impact behind a prospect’s pain points.
Probing or follow-up questions
What external pressures are accelerating digital transformation in the fleet industry?
Rising costs, regulatory demands, and driver shortages are compelling fleets to find smarter, data-driven ways to operate efficiently.
Why is it important to uncover hidden costs when discussing pricing with a customer?
Because hidden fees (install, hardware, maintenance, fragmented supported) can outweigh upfront “cheap” pricing.
This technique involves summarizing the prospect’s objection in your own words to confirm understanding and show empathy before offering a solution.
Mirroring and paraphrasing
Name two of Samsara's competitive differentiators.
- all-in-one consolidated platform
- 24/7 reliable support
- rate of innovation