Course Careers - Sales Technology Final Exam Study Set
How many touches on average does it take to engage a cold prospect? 3-10 touches 20-50 touches 1-3 touches 5-20 touches
20-50 touches
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's the best prospecting technique? Cold call Email Social A balance of many different techniques
A balance of many different techniques
What's SPIN selling's definition of closing? Getting a order from a customer A behavior used for a buyer which signals that they are ready to buy, which allows the seller to ask for the order A signed contract or money in hand from a customer A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment
A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment
What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services. A quick statement about the success of your company. An intelligent question to figure out if they have a need for your products or services. A concise statement about the history of your company
A clear statement of the tangible results a customer gets from using your products or services.
What is a SQL?
A prospect who is qualified to buy your product or service
What is a good definition for SPIN? A framework for asking questions that lead to satisfactory results A questioning model for the investigation stage of the sale A guide on how to use open and closed questions A framework for demonstrating capabilities of your product or service
A questioning model for the investigation stage of the sale
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 is BANT?
A sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on this.
What is a 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 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 forecasting
What should you do if you realize you're wrong? Find someone you can blame Defend your position by trying to convince them you're not wrong Admit you're wrong Avoid talking to the person who is right
Admit you're wrong
By telling someone they're wrong you are... making them feel unintelligent making them feel they have a bad sense of judgment hurting their pride and respect All of the above
All of the above
What does your job as a sales development rep consist of? Set appointments with the prospects that are highly qualified and/or in the buying window Nurture the prospects that you've qualified but are not in the buying window Gather information on the prospects for which you have some or no data so you can qualify their potential and learn their buying windows All the above
All of the above
What factor(s) make a major sale different from a small sale? Length of selling cycle Size of customer's commitment and risk The ongoing relationship All of the above
All of the above
What quality can you use to organize a prospect list? Qualification level Potential deal size Industry vertical All of the above
All of the above
What should you avoid including in a prospecting email? Images Hyperlinks Spammy words and phrases All of the above
All of the above
What should you do when texting? Identify yourself Be direct Avoid abbreviations All of the above
All of the above
You should always smile because of what reason? it makes people like you it makes you happier it costs you nothing All of the above
All of the above
What's the correct order for the RBO framework? Disrupt-Anchor-Ask Anchor-Disrupt-Ask Ask-Disrupt-Anchor Disrupt-Ask-Anchor
Anchor-Disrupt-Ask
What is a touch? An email A call A social connection Anything that increases familiarity with a prospect
Anything that increases familiarity with a prospect
What's the correct order for the cold-calling framework? Identify-Attention-What you want-Bridge-Ask What you want-Attention-Identify-Ask-Bridge Bridge-Identify-Attention-What you want-Ask Attention-Identify-What you want-Bridge-Ask
Attention-Identify-What you want-Bridge-Ask
What is the difference between a prospect and a lead?
Both describe a potential customer and have intertwined meanings that only differ based on who you're talking to
What does the acronyms in BANT stand for?
Budget, Authority, Need (Using SPIN), Timeline.
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 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
What's the definition of a small sale? Selling to a small company Completed in a single call and involves a low dollar value Selling a product or service that only helps companies by a small amount A sale which isn't very complex
Completed in a single call and involves a low dollar value
What does CAC stand for?
Customer Acquisition Cost
What is Churn?
Customers who were on a subscription and stopped using/paying for it
What are the 4 pillars of mental toughness? Desire, Competitiveness, Optimism, Mental Resilience Desire, Mental Resilience, Outlearn=Outearn, Physical Resilience Grit, Self-Confidence, Attitude Control, Attention Control Grit, Desire, Mental Resilience, Physical Resilience
Desire, Mental Resilience, Outlearn=Outearn, Physical Resilience
What is the formula for predicting sales? Efficiency + Performance = Effectiveness Efficiency + Effectiveness = Performance Effectiveness + Performance = Efficiency
Efficiency + Effectiveness = Performance
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
When trying to convince someone of something you should... try to push hard for an agreement where they must start telling you "No" since it brings all the objections to the surface get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing
Get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing.
What do people prefer more? Listening to others talk Having others listen to them talk
Having other listen to them talk
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.
He told him to service his F-51 plane tomorrow since he's sure he won't make that mistake again.
What's the correct order for the email framework? Relate-Hook-Bridge-Ask Hook-Relate-Bridge-Ask Bridge-Relate-Hook-Ask Ask-Relate-Bridge-Hook
Hook-Relate-Bridge-Ask
What shouldn't you say on a cold call? The reason for my call is How are you doing? Hi, (first name) Because
How are you doing?
What's the only question that matters? Am I going to be a failure? What am I going to do to succeed? How bad do you want it? What's the worst that can happen?
How bad do you want it?
The best emails include Long important sounding pitches with lots of industry jargon History of your company How you can solve a relevant problem they have All of the above
How you can solve a relevant problem they have
What ideas do people like more? Ideas they feel they came up with themselves Ideas others came up with and are telling them about
Ideas they feel they came up with themselves
What's the correct order for the voice-mail framework? Identify-Phone number twice-Reason for call-Reason to call back-Phone number twice Reason for call-Phone number twice-Identify-Reason to call back-Phone number twice Identify-Reason for call-Phone number twice-Reason to call back-Phone number twice Phone number twice-Reason for call-Identify-Phone number twice-Reason to call back
Identify-Phone number twice-Reason for call-Reason to call back-Phone number twice
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 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 the Cold Calling formula?
Intro > Reason > Qualify > Ask
Which stage of the sales call is the most important? Demonstrating Capability Investigating Obtaining Commitment Preliminaries
Investigating
What's the most important daily imperative of a successful salesperson? Improving your prospecting techniques Learning more about your product Keeping a pipeline full of qualified prospects Researching new accounts
Keeping a pipeline full of qualified prospects
What's the #1 reason for failure in sales? Lack of closing skills Lack of prospecting Inferior product Subpar presentation skills
Lack of prospecting
What's the primary social channel in B2B sales? Facebook Twitter LinkedIn Instagram
Instead of giving direct orders you should Use body language to show what you want Make suggestions by asking questions Tell one of their friends or co-workers to tell them the order Actually you should be very direct and assertive when giving orders
Make suggestions by asking questions
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.
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
When should you argue with someone? When you know you can win When you know they are wrong When it's an important matter Never because you can't win
Never because you can't win
Can inside sales reps, such as SDR's, use in person prospecting? Yes No
No
Do more closing techniques improve sales success in larger sales? Yes No
No
Do more sophisticated buyers react well to closing techniques? Yes No
No
Should you time your calls based on the best answer rate of your prospects? Yes No
No
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.
If you could only choose one prospecting method which would be best? Phone Email Social In-person
Phone
There's never too much sincere criticism shame confidence praise
Praise
What are the four stages of a sales call in order? Preliminaries - Investigating - Demonstrating Capability - Obtaining Commitment Obtaining commitment - Demonstrating Capability - Investigating - Preliminaries Preliminaries - Demonstrating Capability - Investigating - Obtaining Commitment Investigating - Preliminaries - Demonstrating Capability - Obtaining Commitment
Preliminaries - Investigating - Demonstrating Capability - Obtaining Commitment
What are the four stages of Discovery Call?
Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment
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 is the gatekeeper's most important job? Remember who everyone is at their company Protect their people's time Help salespeople get in touch with right people Schedule meetings for their executives
Protect their people's time
What's the best way to see things from the other person's point of view? Think about your experiences and compare that to theirs Put yourself in their shoes and think how you would feel or react if you went through the same experiences Ask yourself why that person thinks the way they do Don't even try to see their point of view if they're wrong
Put yourselves in their shoes and think how they would feel or react if you went through the same experiences
What are the stages of the Sales Cycle?`
Research > Outreach > Discovery > Present > Follow Up > Close
What kind of salespeople was SPIN written for? Salespeople who sell cell phones Salespeople who have short, simple sales cycles Salespeople who have long, complex sales cycles All of the above
Salespeople who have long, complex sales cycles
What do people getting called by a salesperson dislike the most? Salesperson being vague and difficult to understand their intentions Salesperson being clear and transparent about their intentions Salesperson being relevant to your situation and problems Salesperson being quick to get to the point
Salesperson being vague and difficult to understand their intentions
What's your objective as a B2B sales development rep on the first contact with a new prospect? Set an appointment Gather information and qualify Close a sale Build familiarity
Set an appointment
You can make more friends in two months by doing what? trying to get them interested in you showing them how cool of a person you are becoming interested in them getting them to try your hobbies
Showing interest in them
What does SPIN stand for? Situation - Prospect - Importance - Necessities Situation - Problem - Importance - Need-payoff Situation - Problem - Implication - Need-payoff Simple - Problem - Person - New
Situation - Problem - Implication - Need-payoff
What does the S in SPIN stand for?
Situation - Questions focus on gathering facts and background
What do the acronyms in SPIN stand for?
Situation, Problem, Implication, Need-payoff
Why is it important to see things from the other person's point of view? So you can tell them why their wrong So you can help them understand that their point of view doesn't matter So you can sympathize with their point of view before helping them understand your point of view So you can use logic and reasoning to break apart their point of view
So you can sympathize with their point of view before helping them understand your point of view
What is an Influencer?
Someone who influences the decision of a purchase
What is a Gatekeeper?
Someone who is in charge of deciding who talks to the executives
What is a Champion?
Someone who salespeople love
What's the main difference between a targeted bridge and a strategic bridge? Strategic bridges use common industry vertical Strategic bridges use common products or service applications Strategic bridges use information custom to each prospect Strategic bridges use common decision-maker roles
Strategic bridges use information custom to each prospect
The only way on earth to influencer other people is how? Talking about what they want and showing them how to get it Making them feel bad for you Showing them how much something they can do will help you Using reverse psychology to tell them they don't need something
Talking about what they want and showing them how to get it
When trying to make someone want to do something you should tell them how much you want them to do it be very direct where there is no room for them to question your authority tell them how important what they're doing is and how they'll benefit tell them the consequences if they don't do it
Tell them how important what they're doing is and how you'll benefit
Before telling someone about their shortcomings you should tell them facts that would prove what you're going to say is true talk about how they can improve their shortcomings tell them how much you appreciate their work and how you also have shortcomings talk about how bad they are at their work, so their shortcomings don't seem as bad in comparison
Tell them how much you appreciate their work and how you also have shortcomings
The sweetest sound to a person in any language is what? a lady singing that person's name that person's favorite song a bird singing
That person's name
When in the four stages of discovery calls do you use SPIN?
The Investigation stage
What's the main difference between mankind and animals? The desire to be loved The desire to feel important The desire for food The desire for sex
The desire to feel important
What is a C-Level executive?
The highest level of executives who run the operations of a company
What is an account?
The records of all the information associated with a prospective or current customer
What are your Golden Hours as a salesperson? The time you use to learn more about your product The time you use to do sales activities such as prospecting and qualifying The time you use to research your prospects The time you use to improve your sales skills and knowledge
The time you use to do sales activities such as prospecting and qualifying
What do people love to talk about the most? Themselves Other people Politics All of the above
Themselves
What's the secret to get past gatekeepers? Convince them you already have a meeting with someone Offer them some money through cash app/venmo There is no secret technique Lie to them about who you are
There is no secret technique
The main reason salespeople are afraid of cold calling is because they don't know their product well enough the prospect doesn't know who they are they think they'll be rejected they don't want to interrupt prospects
They don't want to interrupt prospects
Why do people do well under competition? They are afraid of losing and being fired They want to learn from the other people who are better than them They have a desire to show the other person they aren't that good They have a desire to excel and feel important
They have a desire to excel and feel important
What's the primary reason you use social selling? To sell your products or services To build familiarity with prospects To get inbound leads
To build familiarity with prospects
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 are the important Eleven words? When it is time to go home, send one more email. When it is time to go home, make one more call. When it is time to go home, don't leave the office. When it is time to go home, write down your goals.
When it is time to go home, make one more call.
When is spending time doing research in advance to calling a good idea? When you have some extra time When you need to make more sales When you need to schedule more appointments When you're calling C-level prospects selling a high-value product/service
When you're calling a C-level prospects selling a high-value product/service
Is cold calling necessary? No, companies generate enough leads through marketing No, cold calling is outdated because prospects can do their own research on the internet Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go to them Yes, salespeople need more practice talking to prospects that don't matter
Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go through to them
Should you schedule your work in time blocks? No, salespeople are much more efficient when they combine different activities together to accomplish multiple goals at the same time. Yes, salespeople are much more efficient when they focus on a single activity and set one goal at a time.
Yes, salespeople are much more efficient when they focus on a single activity and set one goal at a time.
What's the most important factor when texting prospects? Your value proposition Your ask Your familiarity Your compliments
Your familiarity
