Competitor
Cold Calling / Funnels 101
ICP
Non-Bulk Accounts
SDR Fun Facts
100
Which competitor is regarded as the most expensive and charges for support?
What is McLeod?
100
What does BANT stand for?
What is budget, authority, need, timeline?
100
T/F: Toro's ICP is solely focused on Bulk commodity?
False. Non-bulk accounts can be considered ICP if they meet certain criteria.
100
What type of freight do non-bulk companies haul?
What is finished/packaged goods aka General Freight.
100
This SDR has been an ordained minister for nearly 8 years.
Who is Maggie Moser?
200
Which competitor was Toro originally "built in response to"?
What is Prophecy?
200
Name one of the layers of the pain funnel.
What are:
1. surface
2. personal
3. business?
200
What percentage of repeat/contracted work does a company need to do to be considered ICP?
What is 50%?
200
Name 1 positive trait of a non-bulk target account?
What is:
1. Contract/Repeat work
2. Local/Regional Focus
3. Majority Owner/Operator Fleets
4. Pen&Paper Workflows?
200
This SDR had kidney surgery as a baby and now has half a kidney on her right side.
Who is Nora Bohn.
300
Which competitor was also founded in 2020 and has the most similar characteristics as Toro when stacked across the competition?
What is Alvys?
300
Name the 3 S's of The Close.
What are:
1. Summarize
2. Solution
3. Suggest?
300
Name one ideal competitor for a prospect to be using to be considered ICP.
What is:
1. Pen & Paper
2. McLeod (pending upgrade)
3. Prophecy
300
Of the positive traits for non-bulk targets, name a business reason that make them a 'positive'.
What is:
1. Stable Revenue
2. Lower Liability
3. Less tech adoption?
300
This SDR has a scar on her neck from a jellyfish.
Who is Sophie Renucci?
400
Name at least 2 main competitors that have their own integrated accounting software?
What is PCS, TMW, McLeod, and Axon?
400
What is the most critical element of a cold call intro?
What is ending with a question?
400
If they aren't using quickbooks what is the second best accounting software for a prospect to be using to be considered icp?
What is Sage?
400
T/F: There is more general freight upmarket (larger trucking companies) than bulk commodity haulers?
What is true?
400
This SDR was Miss Primetime (dance competition) in 2011.
Who is Sydney Telander?
500
Why is Alvy's pricing model bad for Bulk companies?
What is because they charge by the load?
500
Name the three P's from Fanatical Prospecting by Jeb Blount?
What are:
1. Analysis Paralysis
2. Perfectionism
3. Procrastination?
500
T/F: It is better for Toro if a prospect has EDIs but hasn't yet activated them.
What is False?
500
Name one key product feature that makes Toro a good fit for these non-bulk targets.
What is:
1. Templates
2. Flexible dispatch
3. Ease of use for complicated driver pay?
500
This SDR has dislocated her knee 3 times.
Who is Stephanie Maigua?