Outway Flashcards Flashcards by Jeremy Shackett

(Cold call) We don’t have any money.

How well did you know this?

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Perfectly

(Cold call) We have a GIS team

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We already have this taken care of.

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(cold call) I’m busy, now’s not a good time.

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(at conference) Our bureaucracy is so huge, the process to adopt new platforms is too overwhelming to justify the investment

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Ask to upgrade from trial to paid

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Where does the data come from?

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What do you use for your mapping?

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How do you get parcel maps?

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We just had a citywide hack and are going through more cybersecurity scrutiny….how do you handle security?

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What’s the protocol in the event of a hack or a leak?

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How does customer support work?

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I think the learning curve is too high.

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How does setup work?

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How do you ensure we’re all trained?

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What do you do with our existing data?

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Who else do you work with in [area where we have no clients]

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How many customers do you have?

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How does this integrate with our GIS?

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(cold call) We have an asset management solution in place.

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(demo) How does this compare to Cartegraph?

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60-second customer story: Lafayette

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60-second customer story: Stagecoach

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60-second customer story: Pitkin County

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60-second customer story: Aspen

60-second customer story: Butterfly Pavilion

60-second customer story: Edible Forest (yes, let's talk about them too)

Customer story: Asset Management

Customer story: Fieldwork Management

Customer story: Education

Customer story: Enforcement

Customer story: Pesticide Reporting

Customer story: Rick from Pitkin Annual Reporting

Customer story: Events

Customer story: Interagency Collaboration

3-minute mini-demo: Asset Management

3-minute mini-demo: Fieldwork Management

3-minute mini-demo: Education

3-minute mini-demo: Enforcement

3-minute mini-demo: Pesticide Reporting

3-minute mini-demo: Generic Reporting

3-minute mini-demo: Events

3-minute mini-demo: Interagency Collaboration

Elevator pitch: ICP prospect you run into at a conference

Elevator pitch: Someone in our partner ecosystem

Elevator pitch: Investor, GovTech leader

Cold call opener

Discovery prompter

Cold call: Sorry can't talk, I'm prepping for a meeting

Cold call: Just send me an email

Cold call: Is this a sales call?

Ask a 'peel back the onion' question for: All our logs are paper

Ask a 'peel back the onion' question for: We have no way to track our assets

Objection: Talk to IT

Recite: The reason I'm going to ask this question is because, if we get far enough together where you need a proposal, your supervisor will likely ask for something like a budget justification memo. So I'm curious, what are the ripple effects of [PROBLEM] on the broader organization?

Recite: What are the ripple effects this challenge has on the broader organization?

Recite: To what extent would this challenge derail other plans of yours 6-12 months from now?

Cold call: What's this about?

Cold call: I'm not interested.

Cold call: I'm not the right contact.

Can I have a reference?

How long have you been in business?

I'm not convinced about the benefits you're describing.

(after demo) Send me a quote

(after demo) Thanks for the demo, we'll review internally and get back to you.

Can I get a discount?

Recite: I have an idea for what to do next, but you know your organization better than me. So before I come in hot with my own opinion, what do you think we should do from here?

Recite: Can you help me understand what's causing this to be a concern?

This seems like a nice to have.

I don't want to start until next year.

(Cold call) We use Cartegraph.

(Cold call) ArcCollector and Survey123

(Cold call) iNaturalist

Do you integrate with our asset management system?

"Customer" story: City of Boulder OSMP having to use Beehive and multiple other tools for data collection

(cold call) Talk to IT

(cold call) Our rangers mainly rely on verbal communication such as during daily meetings, radio, and phone.

(cold call) This is over my head, the state deals with this

(cold call, just pitched the problem but haven't talked about the solution at all yet) I don't know what you're selling. Is this some sort of app or device?

Do we create this list of locations?

Do you do time tracking?

Some areas are out of cell service...how does this sync with the cloud?

How do you integrate with the state contact database? (such as IPAWS)

(after demo) Yeah I think this would come down to how much we want to enter into this system

Some of our rangers don't want to use their personal phones for this, in the event there is a death and their phone gets subpoenaed.