Sales Process
Product Application
DEWS
Salesforce/CRM
Strategic Channel Partners
One Offs & Hiccups
100
This process ensures Sales, Ops, and Install stay aligned after contract execution.
What is a complete, WO handoff with utilities and site notes documented in our CRM?
100
A 100-seat restaurant turning tables three times daily typically requires this amount of ice per day.
What is approximately 500lbs of ice?
100
This is the minimum diameter for a standard floor drain per Easy Ice SOP.
What is 3 inches?
100
This Salesforce best practice allows Sales Managers and SAMs to accurately forecast month-end committed revenue by reflecting when a deal will actually install.
What is properly updating the ‘Expected Date Set Up Fee Charged’ field on the Opportunity?
100
This is the correct call cadence when a Strategic Channel Partner submits a lead, ensuring relationship trust, complete discovery, and a stronger close rate.
What is first calling the Strategic Channel Partner to thank them for the lead and confirm or gather any missing details, and then calling the end customer to address their ice solution needs?
100
If a Quote is approved, but then goes into “Draft” status, how do you correct?
What Is: Within the Opportunity, complete the CPQ Payment Information section and submit the Opportunity for Approval.
200
This follow-up mistake often causes unnecessary discounting.
What is leading with price instead of re-anchoring value and reliability?
200
A full-service bar with two service wells should prioritize this consideration when sizing equipment.
What is peak demand during service hours, not average daily use?
200
What is educating the customer on enclosure requirements and pausing install until DEWS compliance is met?
200
What is the Billing ZIP Code missing on the front of the Account, preventing CPQ from applying the correct pricing tier?
200
While most Equipment Dealer lead shares are dispositioned with a Market Source of SQL, this Affiliate partnership is most actively identified using the Market Source of MQL-Affiliate.
What is: Eleven36.com?
200
If a customer’s Credit Card is being declined for Setup Fee and they state there are no issues with the Card, what should you verify?
What Is: Verify the Billing Address listed on the front of the Account matches the billing address associated with the Credit Card.
300
This is the correct time to introduce Easy Ice’s managed service value—not price.
What is after over-coming objections, solving the facility use-case, and operational responsibility gaps?
300
This bin-sizing rule prevents overflow and service disruption.
What is matching bin capacity to at least one full day of machine production?
300
This drain type requires a sewer connection and is considered non-standard.
What is a wall drain or sink ‘T’ drain?
300
This front-of-the-Quote object field is used when a SAM needs to add a customer-facing message that will appear directly on the generated quote.
What is: the ‘Quote Notes for Customer’ field under Additional Quote Details?
300
This is the point in the sales-to-operations workflow when Easy Ice issues a Purchase Order to the equipment dealer to order the machine.
What is after all utility checklist items are completed following the Site Survey, and the local installation team has formally approved the site for equipment ordering?
300
What is the main indicator that an existing Account in SF cannot be used for a New Opportunity?
What Is: Deinstall Work Order / Prior Lease that deinstalled.
400
This is the best next step when a prospect goes quiet after a strong pitch and pricing discussion.
What is good pipeline management, an out-bound call, text and email follow-up and reviewing any pain-points that may be holding back the opportunity?
400
Guest ice demand in hotels is typically calculated using this metric.
What is pounds of ice per occupied room per day?
400
This clearance rule prevents overheating and service access issues.
What is 8–12 inches on all sides and above the machine?
400
This Salesforce requirement ensures that Operations, Install, and Service are aligned by confirming the same Service Branch is selected on the Account and again during SS Work Order creation—even when the selling department differs.
!! DAILY DOUBLE !!
400
This is the primary reason Easy Ice rebranded the former Vending Affiliate department to Strategic Accounts, reflecting how lead-share partners are now onboarded, compensated, and managed.
What is: because these partners are now onboarded similarly to the Referral Partner program, with compensation standardized and paid via ACH at a fixed amount defined upfront in the MOU?
400
If we are installing 5 Ice Machines and 2 are stacked IM500’s, how many Site Survey Work Orders are needed?
What Is: Five
500
This sales action prevents deals from stalling between verbal interest and install readiness.
!! DAILY DOUBLE!!
500
This is why Easy Ice applies a 20% safety factor in all sizing recommendations.
What is to protect against peak demand, ambient conditions, and uptime risk?
500
This water flow rate is required for machines producing 1,000 lbs or more per day.
What is 5 gallons per minute?
500
This is the correct Salesforce sequence a SAM must follow to properly return a non-viable lead back to an Affiliate while protecting data integrity, attribution, and future lead credit.
What is: mark the Lead as DOA, select the appropriate DOA reason for disqualification, input the Affiliate Lead Share company, identify the Affiliate Lead Share contact, update the Lead Type to New Equipment Sale, and document the outcome clearly in Opportunity Notes?
500
These are five examples of Strategic Channel Partners that generate qualified lead-share opportunities for Easy Ice beyond traditional equipment dealers
What are Micro-Market Vendors, Coca-Cola & Pepsi Representatives, Broadliner Companies, Employees from a Merger or Acquisition, and Convenience Services Operators?
500
When using the Add’l Macine/New Location/Upgrade Automation in SF, what should you verify before beginning?
What Is: That the contact you are working with his listed on the account.