Sales Acumen
Why do we prospect?
To build a book of business
When a driver falls off a load
Bounce
What is the main purpose of DAT
Quote lanes and source trucks
How many accounts am I allowed in my name?
150
What equipment is used for temperature controlled product?
Reefer
Name a few different websites used for prospecting.
Zoominfo, Linkedin, Google Maps, Customer Websites
TONU
Truck ordered not used
Rate View is used for what?
Quoting Lanes
What section do I look for to add my name to an account?
Assigned Users- Inside sales Domestic
What year was Steam established?
2012
What is the purpose of a cold call?
Gain information
Backhaul
Finding a load near the point of delivery taking them back near the point of pick up
DH-O when searching trucks stands for what?
Deadhead- Origin
Logging an Event needs to take place how quickly after adding my name to an account?
ASAP
What is the name of our CEO, who we all met yesterday?
Jason Provonsha
What is our goal with a cold call?
To book a follow up meeting
HR/HV
High Risk, High Value
What does it mean if my manager tells me to smile and dial?
What website can I use to help fact check all the contacts on my accounts?
Zoominfo
You met with our security manager Tuesday, what is her name?
Suzanne
What do we call the main person we reaching out to at our prospective business?
The Decision Maker
Hot Load
1. Shipment that needs to move ASAP
2. First load with a new customer
Tight Market vs. Loose Market
Tight = more loads + fewer trucks
Loose = More Trucks + fewer loads
When should I stop prospecting new accounts in SF?
NEVER
Kris Swanson, who you all met yesterday for benefits. What is his title at Steam?
Director of HR