LHL Sales Book (in progress)

Question 1

LHL

Answer 1

Long haul lower

- fleet moving from state to state

Question 2

What are the three stages of the sales process?

Answer 2

• top of funnel
• mid-funnel
• bottom of funnel

Question 3

What processes does top of funnel include?

Answer 3

• Prospecting: identify and engage with Decision Maker to confirm need
• Discovery: gain good understanding of DM’s pain points to; recommend solution or confirm demo
• Qualified: confirm what you learned to ensure you’ve what you need to maximize pitch during demo

Question 4

What processes does mid-funnel include?

Answer 4

• Presentation
• Trial
• Negotiation

Question 5

What processes does bottom of funnel include?

Answer 5

• Order form completion
• Checkout completion
• Closed won

Question 6

Gatekeepers

Answer 6

the individual who answers when we first call a company. (receptionist)

Question 7

Tips to get past the gatekeeper

Answer 7

• sound like a manager or authoritative figure
• engage in convo and use GK’s knowledge about the business and DM (decision maker)
• send in a mail before and follow up with a call
• stay and sound calm
• engage them and don’t evade them
• sound personal towards the DM

Question 8

Types of trailer

Answer 8

• Dry Van: general freight, household goods, machinery & large, US mail, Paper products, agricultural products
• Tanker: liquids/gases, chemicals, commodities, dry bulk
• Refrigerated (reefer): fresh produce, meat, refrigerated foods, beverages.
• Flat bed/Step Deck: metal sheets, coils, rolls, logs, oil field equipment, construction.

Question 9

What is a supply chain

Answer 9

a system of organizations, people, activities, information, and resources involved in moving a product or service from supplier to customer

Question 10

Supply chain process

Answer 10

Raw materials > Supplier > Manufacturer > Distributor > Retailer > Consumer

Question 11

The 4 type of personas (job function)

Answer 11

• Owner: source loads, operations, manage the operation, maintenance compliance
• Company driver: operations, maintain compliance
• Dispatcher: Sourcing, operations, manage the operations
• Fleet Manager: sourcing loads, manage the operation, maintain compliance