RF-SMART 101
Name the core criteria where RF-SMART would be a fit.
Runs ERP we support; manages and owns their inventory
Where can you go to access all things content?
OneNote/Marketing Collateral!
Give 3 ways you can use ZoomInfo.
Contact & organization information, WebSights, Intent, etc.
What is RF-SMART's Mission?
"We exist to Transform our Customers and Change Lives."
Fill in the Blank: BD’s competitive goal is to set _______ against the competition.
Landmines
Name 2 top competitors of RF-SMART.
NetSuite WMS, Highjump, DSI, OzLink, Waerlinx, etc.
Name 2 of the most downloaded guides published by our content team?
1. Bins Best Practices Guide
2. Counting Best Practices Guide
Give of an example of "Show me you know me!"
SMYKM shows the prospect that you are interested in them and leverages information that they may have shared or provided previously (recent promotion, special interests, sports preferences, updates in day-to-day life, etc)
What is the core responsibility of the Partner Manager team?
Uncover lead opportunities by building and fostering relationships with 3rd party implementation partners. We want them to immediately consider RF-SMART when a client has a need for a WMS.
What is the NetSuite and Oracle Cloud lead goal each month?
110 NetSuite & 24 Oracle Cloud
How many NetSuite Customers does RF-SMART have?
~2000
Where in HubSpot can you track the activity on content sent to a prospect/a prospect has interacted with?
The dashboards, prospect's contact profile, organization/company's profile.
Name 3 areas you must confirm in a qualification call (at minimum)?
Timeline, ERP status, pain points, and decision maker buy-in
When was RF-SMART founded and by who?
1982 by Founder, Jorge Morales - father to CEO, Michael Morales.
Where would the best place be to ask a competitive question or share competitive intel you heard from a Prospect?
The ns-competes/oc-competes Slack channels or reaching out directly to Rachel via Slack.
How does RF-SMART's solution make a warehouse more efficient?
By automating processes through barcode scanning - improving efficiencies and eliminating manual processes that may increase inaccuracies.
Under "Topics" in the OneNote, which tab showcases how RF-SMART is scalable to support small business growth?
Scalability
What is the omni-channel approach?
Leveraging multiple platforms to engage your prospects: Email, Phone, LinkedIn (social), videos, etc.
Name at least 3 RF-SMART values.
1. CRAZY FOR OUR CUSTOMERS
2. EASY TO DO BUSINESS WITH
3. WE HAVE YOUR BACK
4. WE FIRE BULLETS BEFORE CANNONBALLS
5. EVER-EXPANDING IMPACT
What field(s) in NetSuite would indicate a company is using a competitive solution?
Status is Chose Another, Competitor, and Owns Competitive Solution checkbox
What are the different manufacturing processes an organization may use?
WIP & Assembly
A prospect just mentioned that they are evaluating other mobile vendors. Where can you go for extra intel help after you ask them who else they are evaluating?
CI OneNote: Business Development Tab: BD Battlecard
Give an example of negative reverse selling.
Negative reverse selling is a technique that involves asking questions or making statements against your desired outcome.
“Do I have the right impression that WMS isn’t a priority for you at the moment?”
You receive an email addressed to info@rfsmart.com from a Customer reporting an issue with their scanners. What are your next steps?
Reply and copy Help Desk so they can start a support ticket. Check their KB status and register them and/or remind them to check the KB to address the issue while they wait to hear back from the Help Desk.
How do you differentiate a HW-Only lead from a traditional software lead? Please elaborate on the key differences and how you would update them differently in CRM.
Already have an existing WMS and not immediately interested in meeting with our software sales team. They may also be on an entirely different ERP.
Hardware SmartSheet notes, status would be Closed Lost/Chose Another, HW-Only Opp checkbox, intro to HW Rep to book call.