Triggers
Involve time-sensitive subject matters
What are Hot Triggers
Should be reached throughout the campaign
Who are Multiple contacts
Lead is locked and cannot be reopened is called
What is converted or closed
Triggers, Campaigns and Programs are called
Name Trigger: Customer purchased a product from Grainger, and we recommend a similar product that can enhance recent purchase. (Upsell/Cross Sell)
What is Recommended Category
What is a call block
Where to find Programs
What is Leads
Where we find Triggers, Campaigns, and Programs
What are Leads
What Reinforces Recent Category Purchase (Category Expansion)
What is Warm Triggers
Must be put into progress and worked through the duration of the campaign (typically 3 months)
What is What to Do
Programs must be put into progress & worked for duration of program
What is What to Do
It is up to you to drive results through pivots, qualifying questions, and embracing curiosity
What is Execution
Action called when moving past the trigger objective into another subject
What is Pivoting
Targeted customer conversations promoting Grainger's offerings around Winter Weather related items
What is a Winter Preparedness Campaign
Program that is initiated or fully backed by the customer through formal communication from your corporate contact to local sites is called
What is Endorsed
Asking fact/feeling questions + active listening is part of
What are qualifying questions
Allows us to move into the AAA method (Acknowledge, Analyze, Answer) if we hear an objection
What is Pivoting
Designed to promote easier pre-call planning while providing product/ service offers resulting in more relevant conversations to help grow sales.
What is a Benefit
A well-qualified opportunity that aligns to your customers needs. Corporate contacts are unable or unwilling to formally participate in program communication and decisions are made by local sites
What is Recommended Program
Where we find info on the lead
What is Detailed Lead Notes