Decision Tree
Joe's book lead:
- Requesting 20 copies.
What criteria do you need to look at and how would you direct this?
- Right decision maker
- Legit company
- Action plan for the book
- Reach out to TM
To whom do you address this issue?
How can we help the end-user?
- Spread news to team leader/manager
- Send an email to webdev@superiorglove.com
Ask them what resource/glove they're looking at to provide PDF documents as a backup.
Brianna's work anniversary:
August 6
What level of pricing do we offer to distributors?
USA?
Canada?
USA: UV pricing
Canada: K pricing
Webinar Lead
- No phone number
- Personal email
- Pre-call discovery: the company is nowhere to be found -- only a FB page.
Should we contact this person? Why?
No.
Webinar leads are not expecting us to reached out. Receiving an email from us can lead to them expecting something from Superior Glove and they are not qualified.
Pre-call can save your time!
Lead who has trialed our glove S13CXSI and is looking for an alternative on this option. There is a current account with this company at the same location, what steps you need to take before reaching out?
Check if contact has reached out before and see opportunities made before.
Any closed/won opportunity within 6 months, should be handle by ISA.
Our new platform Salesloft is down, and you can't make any calls and send emails, what is your action plan?
- Check your leads in cadence and follow on steps.
- Send emails directly from Outlook.
- Make calls through Switchvox (keep your password on hand)
- Report issue to Laura and Team Leader
Your disposition report should be at least?
75% of opportunities held
Total spending for the year for this glove opportunity: S18KGDNE (US & Canada) for 45 employees
Canada: $7,587.00
US: $5,130.00
Interpret this email response on a sample request:
" I resell product, I create solutions. I have a global client base. It is time to find a supplier that can meet all my hand protection requirements. I am a glove size XL"
There is no need, he is looking samples for himself.
Next steps: send out distributor contacts
Nucor Lead:
- Been at this company for 6 months.
- Received several recommendations from different locations about Superior Glove products.
- Looking gloves for a team of 120 employees.
- Applications vary between welding and material handling - mostly needing cut resistance gloves, impact resistance gloves, and heat resistance gloves.
Reach out to Kate Crespo.
End-user in need of a product we don't have available since we don't have all safety requirements needed. What are 2 solutions you can provide them?
1st -- If the glove they're interested in can be upgraded to their standards, submit a market problem to see if it can be possible.
2nd -- Refer them to another manufacture we are sure can help with what they need.
Name 3 gloves certified to be silicone free
S21TXUFN S10NXFN
S13BFNT S13BPVC
S18TAFGNT S13CXPNT
S18KGFN RDNPF
SKGCXPS S13TAGPU
Sarah is interested in a Superior glove worth $28.
Currently paying $8 per pair of gloves and this are running by the week.
How would you convince her?
$8 x $4 weeks = $32 monthly with current glove per person
You have all your notes ready, samples are sent and once you send the calendar invite to your end-user, you get an automatic reply that they are no longer working with the company.
What are your next steps to ensure you can count with someone to follow-up with samples sent?
- Reach out to the email/phone number set on his automatic reply.
- Call the company location are try to connect with their superior.
Construction Industry Lead:
- Over 200 employees
- Applications varies depending on project scope (Mechanical, Pre-cast, Concrete, Electrical)
- Injury rate grows by month
Reach out to Ian Lanpher
Consultant who can't share this customer information, how can we still help out?
Reach out to distributor rep to get samples (ISDA)
Walk us through how to confirm glove S18WTLFN counts with a heat testing on Exenta
Screen sharing
Diving into further communication, your discover is that your lead wants to keep their $3 budget per pair of gloves.
Currently buying Home Depot gloves which do their tasks. Your lead is interested to see out is available in the market.
How would you move forward?
Our response should be based on the quality and performance of our gloves.
This lead should be nurture.
During your phone call with an end-user, you discovered they are looking to implement new gloves in 8 months.
How would you move forward?
- Explained our time frame when entering the sample program.
- Set a follow-up call after 6 months, to review the process once again and ensure the implementation is happening soon to move forward.