Sales Solution
How do you handle a customer compliant within CRM that is due to a mistake within the parts department?
What is issue a ticket and assign to parts manager.
What is utilized to apply an upsell on an invoice for additional rental or sales products?
What is a Kit.
What is the easiest way to create contracted service work orders?
What is using preventative maintenance schedules that help service teams coordinate what work needs to be done.
What is a word that Hollie says the most and is required to initiate at the end of a discovery meeting before proceeding with an evaluation?
What is MAP.
What allows us to incorporate outside data to drive leads within CRM?
What is Dodge and UCC Data.
What key elements can you incorporate in your response to, "We already have a software for that."
What is..Acknowledgement of their solution being a starting point and that many of our existing customers initially had similar tools, then lead with competitive differentiators to that particular solution. Ask what they like and dislike most about the solution. Ask for opportunity to explore their existing process to see if we can provide additional value.
From inside an opportunity in the CRM where is the user taken when clicking, "create quote" when wanting to quote parts or service?
What is PSQ
What Sales application allows you to view only customer information and how is it licensed?
What is Customer Search and anyone can access free of charge.
What happens when you click the "email for deposit" when creating a contract?
What is the customer is sent a digital copy of the contract with a link to process the deposit.
What is using the mobile application and creating a new estimate for a client.
What are three best practices that should be completed to initiate a demo?
What is put in a ticket with notes in hubspot, what is have a pre-call with plan, what is identify critical business issues and set agenda workflows to show to those pain points.
What does our rental ERP possess that competitors do not have and allows for a complete stand alone solution?
What is integrated accounting.
What key elements would you incorporate into your response to, "Have you ever integrated to X ERP that we use today because we do not want to be the first?"
What is any of these elements...Acknowledge and empathize, share credibility stories/examples and open API process, highlight early adopter advantages, provide risk mitigation process and options, utilize references that have completed open API integration during implementation.
When a quote is won in PSQ where does the information go and what happens?
What is ServiceLink where a ticket is created.
How are any changes regarding a customer account approved within the CRM?
What is approved by Gatekeeper.
Why would a client want to use integrated payments?
What is the payment appearing on the customer's account without having to manually call the customer.
How can I ensure a job type is always added to a work order or estimate?
What is creating user defined fields and making them mandatory.
What sales tools can help you increase your forecasting accuracy?
What is the correct utilization of MAPs and CRM.
How does our fully integrated customer centric online portal and e-commence help our client's customers? Must get 2 correct.
What is their customers can manage contracts, call items off rent and pay invoices.
What is having an implementation review meeting early in the evaluation process that outlines the plan, resources needed from their side and time required. Timeline estimate to completion. We are out of the box ready and can implement faster because we are built for the industry, by the industry. Take away risk of the unknown.
True or False, a user can open a work order from a ticket within ServiceLink.
True
How would a Marketing Manager submit batch leads / activities?
What is Creating a Campaign in the CRM
What happens when a user selects a product that is not available?
What is a prompt to process a substitution.
True or False, you can create a standard repeatable service ticket for different customers with the same make/model of equipment?
True
What are the 6 most important things you want to uncover during the first discovery call?
Are they within ICP, who are decision makers, what is budget, what is timeline of decision and decision process, what are additional or competing business priorities.
Across our employees how many total years of dealer and rental experience do we have on staff, 10 to 50 years, 100 to 150 years or 200 to 250 years?
What is 100 to 150 years.
What key elements would you incorporate in your response to the objection, "Your solution doesn't meet all of our needs." Need at least 2 correct.
What is focusing on key needs, nice to haves vs. critical. What is discussing potential integrations with other tools. What is discussing SPE process. What is leveraging customer success stories.
True or False, Condition Monitoring Portal (CMP) can not create leads within the CRM.
What is False, it can.
Where does a Sales Manager go for a quick view of how reps are keeping up with their customers?
What is Customer Coverage in CRM
What are key metrics that we provide and need to be reviewed when looking to add equipment to a rental fleet? (5 variables)
What are substitutions, missed rentals, re-rentals, dollar and time utilization.
How can I see other work orders close to me when I am at a customer location?
What is the mobile application's map view when looking at the work order list.
How would you handle objection over price?
What is detailed ROI presentation to justify how they will pay for it and why (cost of doing nothing), Offer flexible options and make sure to breakdown costs in a YOY and per user per month transparent way.
How is our implementation process and support process different than our competition?
What is our team members that support and train you are our employees, we do not outsource.
How would you handle the objection, "Let us revisit this in 6 months."
What is acknowledging and asking what would need to change in the next six months to make them feel ready.
What service application is required to be installed to enable the menu structure that all other service applications are linked to?
What is Equipment link.