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COURSE CAREERS TECHNOLOGY SALES COURSE FINAL, EXAM AND STUDY SET LATEST 2024 ACTUAL EXAM| QUESTIONS WITH CORRECT DETAILED ANSWERS (VERIFIED ANSWERS) | GRADED A+ Course

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COURSE CAREERS TECHNOLOGY SALES COURSE FINAL,
EXAM AND STUDY SET LATEST 2024 ACTUAL EXAM|
QUESTIONS WITH CORRECT DETAILED ANSWERS
(VERIFIED ANSWERS) | GRADED A+

Course Careers: Tech Sales
Organizational Structure
"The way the company is set up" A system that outlines how certain activities are
directed in order to achieve the goals of an organization. These activities can
include tules, roles, and responsibilities.
Rules, roles, and responsibilities of organizational structure
- Gives titles to employees based on hierarchy
Defines employees job and responsibilities
Defines employees decision making ability

How are organizational structure is used in sales?
- Allows you to know who is responsible for using your product or service

Allows you to know who is responsible for managing or implementing your
product or service

Allows you to know who will benefit from using your product or service

Allows you to know who will make the decision to buy your product or service

Tech sales organizational structure (individual contributor (sales rep)
- 1. Sales development rep
2. Account executive
3. Enterprise account executive

Tech Sales Organizational Structure (Sales Manager/Sales Leader)
- 1. Sales Manager
2. director of sales/regional lead
3. VP of sales

,4. chief revenue officer

ideal customer profile
- Commonly referred to as an ideal buyer profile, defines a perfect customer for
what you are organization selves for. This is a fictitious company that has all of the
qualities that would make them the best fit for the solutions he provide.

Examples of an ideal customer profile (ICP)
- The type of company that's most likely to benefit the most of your product or
service and be able to purchase it. This makes them purchase quickly, pay you the
most money, and be the happiest customer.

Ideal customer profile characteristics
- Company size
Revenue
Industry
Geography
Technology
Process

How ideal customer profiles are used in sales
- 1. Allows you to know which companies to target for your sales outreach.
2. Allows you to qualify quicker and sell better based on what you know about
different customer profiles. (different company, profiles care about different
things)

What is the expected career path of an entry level SDR role promoting through the
organizational structure in individual contributor or leadership roles?
Individual Roles: SDR > to > Account Executive > to > Enterprise Account
Executive
Leadership roles: Sales Manger > to > Director of Sales / Regional Lead > to > VP
of Sales > to > Chief Revenue Officer
What an Ideal Customer Profile? ICP
a profile of an ideal client for your business. Customers that have a strong need and
budget for your product.

,What Ideal Customer profiles defined by?
a profile of an ideal client for your business. Customers that have a strong need and
budget for your product. They can be defined by Company Size, Revenue,
Industry, Geography, Technology, Process

Sales Cadence
A sequence of touch-points you do to attract your prospect to establish a
connection to start an engagement or sale.
What is the Sales Process (Sales Cycle)?
A set of Specific actions you follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?`
Research > Outreach > Discovery > Present > Follow Up > Close
What is a Sales Funnel?
A visual representation of sales processes with defined stages that every potential
client goes through as they are led toward a final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting

What is a CRM?
A Centralized database that manages and maintains your relationships and
interactions with customers and potential customers.
Ex. Salesforce and Hubspot

What is Sales Engagement? (Sales Acceleration)

, Tracks the interactions and exchanges that occur between you and your prospects
or customers.
Ex. Salesloft, Hubspot Sales, Outreach

What is Sales Data Software? (Sales Intelligence)
Collects and makes sense of company info from millions of data sources to help
you understand things like organization structure. It provides on two parts of the
sales data market, Company Data and Contact Data.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo

What is Step 1 in the Research Process?
1. Building company lists based on your Ideal Customer Profile (ICP)
2. Building contact lists based on buyer persona
3. Find contact info for each contact

What is Step 2 in the Research Process?
1. Building company lists based on your Ideal Customer Profile (ICP)
2. Building contact lists based on buyer persona
3. Find contact info for each contact

What is Step 3 in the Research Process?
1. Building company lists based on your Ideal Customer Profile (ICP)

2. Building contact lists based on buyer persona
3. Find contact info for each contact

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Exam (elaborations) ·

Exam (elaborations)

COURSE CAREERS TECHNOLOGY SALES COURSE FINAL, EXAM AND STUDY SET LATEST 2024 ACTUAL EXAM| QUESTIONS WITH CORRECT DETAILED ANSWERS (VERIFIED ANSWERS) | GRADED A+ Course

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