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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£10.85
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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 di...
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 sale s/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 qualitie s 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 quic kly, 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 ta rget 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 i s 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 Custom er 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 an d 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 forecast ing 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 exch anges 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, Zoomi nfo 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. Buildin g 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 (IC P) 2. Building contact lists based on buyer persona 3. Find contact info for each contact
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