2024 Course Careers
Technology Sales Course
Final Exams (New
Updates Questions and
Verified Answers| 100%
Correct| Graded A +
What is a Sales Cadence?
A sequence of sales activities where the sales team
interacts with leads
What is the Sales Cycle
A Sequence that a company goes through a...
2024 Course Careers
Technology Sales Course
Final Exams (New 2023 - 2025
Updates Questions and
Verified Answers| 100%
Correct| Graded A +
,What is a Sales Cadence?
A sequence of sales activities where the sales team
interacts with leads
What is the Sales Cycle
A Sequence that a company goes through as they sell their
product or service
What are the stages of the Sales Cycle? (RODPFC)
Research > Outreach > Discovery > Present > Follow Up >
Close
What is a Sales Funnel?
stages that every potential client goes through as they are
led toward a final decision. (Buying a product or service)
What is a CRM?
a centralized database that manages your relationships with
customers
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration)
a platform that Tracks the interactions & exchange between
sales reps and their prospects
Ex. Salesloft, Hubspot Sales, Outreach
, What is Sales Data Software?
Collects info so you can find leads that match what you
need. (Location of companies, updated employee profiles.
Etc
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process?
Building company lists based on your Ideal Customer Profile
(ICP)
What is Step 2 in the Research Process?
Building contact lists based on buyer persona
What is Step 3 in the Research Process?
Find contact info for each contact
What is the Cold Calling formula?
Intro > Reason > Ǫualify > Ask
What are the four stages of Discovery Call?
Preliminaries, Investigating, Demonstrating Capabilities,
Obtaining Commitment
What is SPIN?
where the reps organize sales calls using a question
framework that touches on four categories.
What do the acronyms in SPIN stand for?
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