Pipedrive
Industry Knowledge
Factor 8
Sales Pipeline
Scenario
100
_____________is a company that provides transportation and logistics management software solutions. Their products are designed to help trucking companies, freight brokers, and third-party logistics (3PL) providers manage various aspects of their operations, such as dispatch, accounting, freight management, and customer service. This is the backend system we "SYNC" to Pipedrive.
What is McLeod?
100
What does FTL stand for?
What is Full Truckload?
100
What does SWIIFT stand for?
What is SO, WHAT'S, IN, IT, FOR, THEM?
100
What is the name of our Sales Pipeline Process?
What is the C.L.O.S.E. Method?
100
Customer needs to ship 20 steel pipes.
They are 8ft x 3ft X 3ft each at 20,000lbs total
What mode would provide the best solution?
What is Flat Bed?
200
Where you update your photo, verify name, and change the overall view of your Pipedrive.
What is Personal Preferences?
200
What does LTL stand for?
What is Less than Truckload?
200
What stage of the sales pipeline are we developing a swiift intro?
What is Customer Exploration?
200
What does the "C" in our Sales Pipeline stand for?
What is Customer Exploration?
200
Customer has 2 pallets 48x40x48 500lbs each
No rush
What would be the best mode of transport?
What is LTL?
300
Name this Icon in Pipedrive: 
What is Leads Inbox?
300
___________ is a frame with wheels and container locking mechanisms that is used to transport shipping containers over the road and is typically owned or leased by the shipping line or leasing company.
What is Chassis?
300
What does CCO stand for?
What is CLOSED, CLOSED, OPEN?
300
What does the "L" in our Sales Pipeline stand for?
What is Lead Qualification?
300
Customer needs a place to store their goods coming in containers over 3 year duration.
What service would we recommend?
What is Warehousing?
400
Name this Icon in Pipedrive:
What is Deals?
400
What does TONU stand for?
What is Truck Ordered Not Used?
400
A ______ accomplishes an objective and helps you move the sale forward
What is Call Goal?
400
What does the "O" in our Sales Pipeline stand for?
What is Opportunity?
400
Customer needs their shipment to pick up same day and deliver fast. 3 pallets at 500 lbs going 100 miles.
What service would you recommend?
What is Expedite?
500
Where does your daily plan live?
What is Activities?
500
_____ is the cost of replacing lost, stolen, or damaged cargo or equipment with a similar or equivalent item.
What is Replacement Value?
500
The 4 critical components of a ___________:
1.Full name
2.Title and/or function
3.Direct contact info
4.Bonus info - anything you can reference when calling
What is Captured Contact?
500
What does the "S" in our Sales Pipeline stand for?
What is "Solution"?
500
Customer needs to move 20 pallets of chocolate from Texas to California.
What equipment would we recommend?
What is a Reefer?
600
Name this Icon in Pipedrive:
What is Insights?
600
___________ is a specific route or transportation corridor between two or more points, often characterized by demand, capacity, and pricing dynamics that influence the supply and demand for transportation services.
What is a Lane?
600
What selling concept connects this description?
Double your potential sales by adding relevant new contacts in every account. Starting from the accounts front door, learn to find new decision-makers in new departments and capture their full contact information. Before you know it, you'll have 100 new contacts!
What is Capturing Contacts?
600
What does the "E" in our Sales Pipeline stand for?
What is Expansion?
600
Customer needs 10 pallets moved 48x40x40 @ 250 lbs each.
They don't have a loading dock or forklift.
What equipment would we recommend?
What is Lift Gate?
700
What application in Pipedrive do we utilize to quote?
What is "The Start Wizard"?
700
__________ is the amount of available space, equipment, or personnel that can be used to transport goods, often subject to fluctuating demand and supply, and affecting pricing and service levels in the market.
What is Capacity?
700
______________ leads to deeper conversations , more opportunities and more sales.
What is Customer Engagement?
700
Name the pipeline stage based off the objective below:
Objective
Capture first contact
Confirm org research
Qualify with more contacts until confident to talk to decision maker
Identify decision maker contact
Update CRM
What is Lead Qualification?
700
Customer is attending an event t showcase their products and services to potential customers and network with other professionals.
What service would we recommend?
What is Tradeshow?
800
Where would you find the list of organizations in Pipedrive?
What is the Contacts Icon? What is Contacts?
800
__________ is a type of transportation service in which a carrier picks up or delivers goods at multiple locations along a route, rather than just one origin and one destination.
What is Multi-Stop?
800
A _________ is a no-brainer response. Normally comes early in the conversation and is not specific. “No thank you, we are not interested.”
What is Brush-Off?
800
Name the stage of the Sales Pipeline this action represents:
Action
Move here when you have a conversation with a org decision maker contact
What is Opportunity?
800
Customer needs a lawn mower delivered to their customer- unpackaged and debris removal.
What service would we recommend?
What is White Glove?