Discovery & Qualification
What does it mean to be agile and ready to adapt your seller strategy based on the situation, customer, and details in front of you?
What are the 3 value drivers?
Reduce Risk
Increase Efficiency
Digitally Transform The Business
I have a customer from 2023 on a 5 year contract. What price book would they be on?
Legacy pricing
What Samsara competitor is known for aggressive discounting tactics?
Motive
What is the correct asset tracker for a dumpster?
Unpowered Asset Tracker or AT-11
What COM related items are we looking to uncover in discovery?
Before Scenarios, Negative Consequences, After Scenario, PBO
The initial, detailed description of a prospect’s current, undesirable state.
What is a Before Scenario?
What happens to a contract if a customer wants to order more product?
We co-term the agreement.
What’s one weakness of Verizon Connect compared to Samsara?
Outdated UI, weaker video/AI features, unreliable data, complex support, non co-terminous agreements.
This feature uses harsh events, speeding, seat belt data, and more to give every driver a single number to track risk.
What is a Safety Score?
What are the 4 components of a Samsara demo?
Upfront contract, Discovery, Product Demo, Close for Trial
What are "required capabilities?
This part of the decision process defines what a solution “must do” for the customer.
True or false: Samsara's pricing is all-inclusive of any new features that come out in our platform.
False. We have tiered pricing and certain tiers contain certain features.
Which competitor is known for long video retrieval times, sometimes up to 24 hours?
Lytx
Where do you install a vehicle gateway?
Through the OBDII port
This “disorder” occurs when sellers don’t understand or listen to the customer’s business.
What is Seller Deficit Disorder?
The measurable cost that comes from an operational headache is called this.
Negative Consequences
Can Samsara customers get a full refund?
Only if they don't trial, and within 30 days.
Which competitor offers quad-view cameras but struggles with false positives?
Netradyne or Motive
This feature helps fleets avoid low bridges, truck-restricted roads, and costly route mistakes—helping drivers get to their destinations faster and safer.
What is Commercial Navigation?
“What would a win look like if you solved this?” is designed to surface this critical CoM element.
What is a Positive Business Outcome (PBO)?
This is the ultimate summation in CoM, starting with “What I hear you saying…"
Mantra
How many different tier levels can you choose from for most core Samsara products in the pricing calculator?
What is three? (Essentials, Premier, Enterprise)
What should we never do when talking about the competition?
Trash talk/be negative
If customers struggle to link weather to incidents, this recent Samsara product can help.
What is Weather Intelligence?