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Course Careers - Sales Technology Final Exam Study Set with complete solutions
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Course Careers - Sales Technology FinalExam Study Set
What is a Sales Cadence? - Answer -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)? - Answer -A set of Specific actions you follow
from start to finish to close a new customer.
What are the stages of the Sales Cycle?` - Answer -Research > Outreach > Discovery >
Present > Follow Up > Close
What is a Sales Funnel? - Answer -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? - Answer -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) - Answer -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) - Answer -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? - Answer -Building company lists based on
your Ideal Customer Profile (ICP)
,What is Step 2 in the Research Process? - Answer -Building contact lists based on
buyer persona
What is Step 3 in the Research Process? - Answer -Find contact info for each contact
What is Step 3 in the Research Process? - Answer -Finding relevant ways to
personalize outreach
What is the Cold Calling formula? - Answer -Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call? - Answer -Preliminaries, Investigating,
Demonstrating Capabilities, Obtaining Commitment
What is SPIN? - Answer -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? - Answer -Situation, Problem, Implication,
Need-payoff
What does the S in SPIN stand for? - Answer -Situation - Questions focus on gathering
facts and background
What does the P in SPIN stand for? - Answer -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? - Answer -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? - Answer -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? - Answer -The
Investigation stage
What is BANT? - Answer -A sales qualification methodology that lets salespeople
determine whether a prospect is a good fit based on this.
What does the acronyms in BANT stand for? - Answer -Budget, Authority, Need (Using
SPIN), Timeline.
What is the most important part of BANT and why should you always start with it? -
Answer -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? - Answer -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? - Answer -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? - Answer -A prospect who is qualified to buy your product or service
What is an account? - Answer -The records of all the information associated with a
prospective or current customer
What is a Champion? - Answer -Someone who salespeople love
What does CAC stand for? - Answer -Customer Acquisition Cost
What is the difference between a prospect and a lead? - Answer -Both describe a
potential customer and have intertwined meanings that only differ based on who you're
talking to
What is an Influencer? - Answer -Someone who influences the decision of a purchase
What is Churn? - Answer -Customers who were on a subscription and stopped
using/paying for it
What is a C-Level executive? - Answer -The highest level of executives who run the
operations of a company
What is a Gatekeeper? - Answer -Someone who is in charge of deciding who talks to
the executives
What did Bob Hoover do to the mechanic who made his plane crash and almost got him
killed?
He yelled at him for being a bad mechanic and fired him.
He told him he would have his mechanics license revoked.
He criticized him for being so careless, but forgave him.
He told him to service his F-51 plane tomorrow since he's sure he won't make this
mistake again. - Answer -He told him to service his F-51 plane tomorrow since he's sure
he won't make that mistake again.
What's the main difference between mankind and animals?
The desire to be loved
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