Make the Trip Count
How far ahead should you start planning an in-market trip?
What is three weeks to a month?
Expenses older than how many days require executive committee approval?
What is 60 days?
Who should you contact to replenish brochures and marketing materials before a trip?
Who is Sarah Callahan?
What’s one simple way to get in front of a client with candy, brochures or samples?
What is a client drop-off?
What professional networking platform can you use to follow client career moves, company updates and project announcements? Hint. Chelsea's Favorite.
What is LinkedIn?
Your travel schedule should include a mix of these two client groups.
What are existing clients and new prospects?
How far in advance should you book flights, hotels and rental cars through Navan?
What are 14 days for flights, 10 days for hotels and same day for rental cars?
Name three things to keep in your road bag or car for client visits and drop-offs.
What are candy, brochures, samples, gift bags, business cards, a tape measure or finish rings? (We'll accept any three.)
What is the recommended number of events to log in Salesforce each month?
What is 40 events?
Name two ways to engage clients beyond a traditional sales meeting.
What are entertaining, an industry event, a drop-off, a phone call, a showroom visit or a LinkedIn interaction?
Name two reports that can help identify accounts to target before a market visit.
What are the Emerging Account KPIs report and Top Accounts report?
What is the client entertaining budget per person, and the maximum price per bottle of wine?
What are $250 per person and no wine bottles over $100?
Name three sources you can use to research a client before a meeting or dinner.
What are LinkedIn, the company website, Salesforce, team knowledge or verified research using ChatGPT? (We'll accept any three.)
Name three types of client activity you can log in Salesforce.
What are a cold call, cold drop-in, industry event, client entertaining or an existing client meeting? (We'll accept any three.)
Name two regional industry organizations you could explore to build client relationships.
What are NEWH and CREW? (Accept other relevant regional organizations.)
Leadership is joining you for sales visits. Name three things to include in your executive summary to help them prepare.
What are client background, spend history, attendees and roles, meeting objectives, recent projects, past escalations or specific asks? (We'll accept any three.)
Name three travel preferences you can give Navan’s AI Assistant to personalize your booking options.
What are preferred airports, seat preferences, flight times, hotel brands or recurring destinations? (We'll accept any three.)
A project requires furniture for guest rooms, a lobby and outdoor areas. Why shouldn't you assume one collection solves everything?
What is each space has different functional, aesthetic and specification requirements?
You haven’t connected with a client in a month and want a personal reason to reach out. Name three milestones you could acknowledge to stay top of mind.
What are a promotion, award, NCIDQ results, new role, new home or new baby? (We'll accept any three.)
You want to host an event with noncompeting vendors. Name three complementary vendor categories you could approach.
What are flooring, tile, wallcovering, paint, appliances, window treatments or technology? (We'll accept any three)
You’re considering a trip to a whitespace market. Name three things you should research to determine whether there’s an opportunity worth pursuing.
What are target accounts, upcoming projects or development activity, existing account spend, industry events or available introductions? (We'll accept any three.)
Name three ways to get receipts into Concur without manually entering every expense.
What are uploading receipts through the mobile app, emailing receipts from a verified email address or connecting services such as Uber and Lyft?
You’re planning a visit to a secondary market. Name two ways to build out your schedule beyond existing client meetings.
What are new client drop-ins, industry events or meetings with noncompeting reps? (We'll accept any two.)
You’re requesting a gifting stock withdrawal to recognize a major account milestone. What three things should you include in your approval request email to Katlain?
What are the recommended gifts, their ELC and the business justification?
You meet a promising contact at an industry event whose firm is outside your territory. What are your next steps after the event?
What is brief the appropriate AE on the contact and what was discussed, share contact information and any requests or project needs, and make a warm introduction so they can follow up?