Course Careers - Sales Technology Final Exam
Study Set Questions With Verified Answers
(100% correct)
What is a Sales Cadence? CORRECT ANSWERS 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)? CORRECT ANSWERS A set of Specific actions you follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?` CORRECT ANSWERS Research > Outreach > Discovery > Present > Follow Up > Close
What is a Sales Funnel? CORRECT ANSWERS 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? CORRECT ANSWERS 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) CORRECT ANSWERS 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) CORRECT ANSWERS 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? CORRECT ANSWERS Building company lists
based on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process? CORRECT ANSWERS Building contact lists based on buyer persona What is Step 3 in the Research Process? CORRECT ANSWERS Find contact info for each contact
What is Step 3 in the Research Process? CORRECT ANSWERS Finding relevant ways
to personalize outreach
What is the Cold Calling formula? CORRECT ANSWERS Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call? CORRECT ANSWERS Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment
What is SPIN? CORRECT ANSWERS 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? CORRECT ANSWERS Situation, Problem, Implication, Need-payoff
What does the S in SPIN stand for? CORRECT ANSWERS Situation - Questions focus on gathering facts and background
What does the P in SPIN stand for? CORRECT ANSWERS 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? CORRECT ANSWERS 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? CORRECT ANSWERS 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? CORRECT ANSWERS The Investigation stage
What is BANT? CORRECT ANSWERS 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? CORRECT ANSWERS Budget, Authority, Need (Using SPIN), Timeline.
What is the most important part of BANT and why should you always start with it? CORRECT ANSWERS 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? CORRECT ANSWERS 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? CORRECT ANSWERS 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? CORRECT ANSWERS A prospect who is qualified to buy your product or service
What is an account? CORRECT ANSWERS The records of all the information associated with a prospective or current customer
What is a Champion? CORRECT ANSWERS Someone who salespeople love
What does CAC stand for? CORRECT ANSWERS Customer Acquisition Cost
What is the difference between a prospect and a lead? CORRECT ANSWERS Both describe a potential customer and have intertwined meanings that only differ based on who you're talking to
What is an Influencer? CORRECT ANSWERS Someone who influences the decision of a purchase
What is Churn? CORRECT ANSWERS Customers who were on a subscription and stopped using/paying for it
What is a C-Level executive? CORRECT ANSWERS The highest level of executives who run the operations of a company
What is a Gatekeeper? CORRECT ANSWERS 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. CORRECT ANSWERS 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?
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