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Course Careers - Sales Technology Final Exam Study Set Questions And Answers

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Course Careers - Sales Technology Final
Exam Study Set Questions And Answers

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

, Course Careers - Sales Technology Final
Exam Study Set Questions And Answers
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 Step 3 in the Research Process? Finding relevant ways to personalize outreach

What is the Cold Calling formula? Intro > Reason > Qualify > Ask

What are the four stages of Discovery Call? Preliminaries, Investigating, Demonstrating

Capabilities, Obtaining Commitment

What is SPIN? A sales methodology developed by Neil Rackam, where the reps organize

sales calls using a question framework that touches on four categories.

What do the acronyms in SPIN stand for? Situation, Problem, Implication, Need-payoff

, Course Careers - Sales Technology Final
Exam Study Set Questions And Answers

What does the S in SPIN stand for? Situation - Questions focus on gathering facts and

background

What does the P in SPIN stand for? Problem - Questions explore customers problems,

difficulties, and dissatisfaction's in areas where the sellers products can help

What does the I in SPIN stand for? Implication - Questions take the customers problems

and explores its effects or consequences. They also help customers understand a problems

seriousness or urgency.

What does the N in SPIN stand for? Need - Questions help the customer focus their

attention on the solution rather than the problem. They get the customer to tell you the benefits of

fixing their problems.

When in the four stages of discovery calls do you use SPIN? The Investigation stage

What is BANT? A sales qualification methodology that lets salespeople determine

whether a prospect is a good fit based on this.

, Course Careers - Sales Technology Final
Exam Study Set Questions And Answers

What does the acronyms in BANT stand for? Budget, Authority, Need (Using SPIN),

Timeline.

What is the most important part of BANT and why should you always start with it? Need,

this determines if the customer has the need for your product and is asked in the order of NATB

What is a Cold Email? Part of your outreach cadence. These allow you to get in front of

very important and hard-to-reach people that you would have a hard time getting a message

through with another method.

What is the Cold Email Formula? Intro (Address Them) > Reason > Value Prop (Solution

to their problem, challenge, or difficulty and why they care) > Ask (What you want, meeting or

introduction) > Closing (Sign off)

What is a SQL? A prospect who is qualified to buy your product or service

What is an account? The records of all the information associated with a prospective or

current customer

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