Course Careers Final Exam
In detail, please describe the difference between a CRM and a sales engagement platform.
A CRM is a technology for managing all your company's relationships and interactions with customers and potential customers. A Sales engagement platform helps salespeople execute their cadence with automation.
Why do salespeople use a CRM system instead of a spreadsheet or piece of paper?
A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched.
In detail, please describe the main differences between a sales cadence and a sales cycle.
A sales cadence is a series of touch points you use to reach a prospect through multiple channels. A sales cycle is a cycle that shows the beginning and ending stages of a sale.
Why do salespeople use sales engagement software?
A sales engagement system helps salespeople execute their cadence with automation.
Please describe what an organization structure is, how it's used as an SDR, and all of the titles in order from the very top to the very bottom of a large org structure.
An organizational structure is a system or hierarchy that outlines how certain activities are directed to help achieve the organization's goals. These activities can include rules, roles, and responsibilities. SDRs use org structures to find the right decision-makers. Titles in order for a large org: Board of directors, CEO, C-suite, VPs, Directors, Managers, Individual contributors.
What should you avoid using in a prospecting email?
Avoid all of the above
What the correct difference between a B2C and B2B sales cycle?
B2C sales cycles usually have less people involved in the decision.
What does BANT stand for and what part of the sales cycle is it used?
BANT stands for Budget, Authority, Need, and Time. It is used in the discovery part of the sales cycle.
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 are talking to.
Which of the following capitalization rules is incorrect?
Capitalize the season of the year, such as Spring or Winter.
What factor(s) make a major sale different from a small sale?
Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship
What's the primary social channel in B2B sales?
How should you send a LinkedIn prospecting message?
Make it as short as possible since people get too many spam messages on LinkedIn.
What's the correct BANT order for a discovery call?
Need - Authority - Timing - Budget
Which part of BANT is the most important and why?
Need is the most important part of BANT because if there is no need, they will not buy
When should you argue with someone?
Never because you can't win
Can you please describe what SPIN selling is and how you would use it?
SPIN selling is a sales methodology where reps organize sales calls using questions from four categories: situation, problem, implication, and need-payoff. This approach shifts the focus to buyer challenges and allows reps to develop the consultative customer relationships that complex deals require.
Which CRM systems are the most widely used?
SalesForce and Hubspot
What is an account?
The records of all the information associated with a prospective or current customer.
Please describe what a sales cycle is along with all of the different stages of a sales cycle in order based on what was taught in the course.
The sales cycle is a set of activities an SDR/BDR uses to move a prospect through the sales process. These steps include Research, Outreach, Discovery, Present, Follow-Up, and Close.
In the following sentence, which words should be capitalized? "the meeting with sir richard will be held on september 8th, at 8 pm in atlanta, georgia."
The, Sir, Richard, September, Atlanta, Georgia
What's the definition of an ICP?
It's the fictitious company persona of your ideal customer.
What's a buyer persona?
It's the ideal person at the company you're targeting.
Select the verb tense that correctly completes the following sentence: The steak I had tonight was the best that I have ever _____!
eaten
A word that shows the action being taken, such as run or eat, is a:
verb
The plural of wolf is .
wolves
Which of the following sentences use the subject and verb incorrectly?
Cindy and Susan writes the company press releases.
How would you respond to the objection: I'm not the right person?
Do you know who the right person is?
In which of the following two sentences are their, there, and they're used correctly?
During their last visit they had so much fun that they're planning to go there again next summer.
What is the formula for predicting sales?
Efficiency + Effectiveness = Performance
What are the two types of needs talked about in the book SPIN Selling and what is the difference between the two?
Explicit and ImpliedExplicit needs are strong wants or desiresImplied needs are problems or frustrations
Which sentence is correct?
He had eaten dinner before the movie.
If you cold-emailed someone and they responded by saying they're using your competitor, how would you respond and why?
Here are 3 examples: 1.. Offer a comparison: You can offer a comparison between your product and your competitor's product, highlighting the strengths of your own product. Be sure to avoid directly criticizing your competitor's product, as this can be unprofessional. 2. Ask to keep in touch: You can ask to keep in touch with the recipient in case their needs change in the future or if they have any further questions about your product. This can help keep the lines of communication open and build a relationship for future sales opportunities. 3. Offer a free trial or demo: You can offer a free trial or demo of your product, allowing the recipient to try your product and see if it's a better fit for their needs. This can be a powerful tool for converting potential customers
If you cold-called a prospect and they told you they're not the right person to talk to, how would you respond and why?
I would ask do you know who would be the right person to speak to about this. If they say yes I would ask by any chance I can get there phone number or email so I can see if this service will benefit your business
What are the steps in the cold calling formula?
Intro - Reason - Qualify - Ask
Please describe the cold-calling formula you learned in the course and how you would use it as an SDR.
Intro, Reason, qualify & ask
At what point in the sales cycle does prospecting end and becomes a sales-qualified lead and a meeting is set with the AE?
Prospecting ends once you have a SQL setup with the AE
How did we define what prospecting is in the course?
Prospecting is when you do research, outreach, and discovery to identify new qualified leads
What's your ultimate goal at the end of a discovery call?
Schedule a time on the calendar with the Account Executive if they are qualified to purchase.
Please describe what SPIN stands for along with exactly where in the sales cycle it's used and why.
Situation, Problem, Implication, and Need-Payoff Questions. SDRs use SPIN during a discovery call to cultivate implied needs into explicit needs and push the call forward
What's an Influencer?
Someone who influences the decision of a purchase.
The only way on earth to influence other people is by_____.
Talking about what they want and showing them how to get it
Please describe your biggest takeaway from How to Win Friends and Influence People and how it relates to being successful as an SDR.
The biggest takeaway I learned from How to Win Friends and Influence People is that taking the time to be present and focus on other people is the most fundamental way of reaching people. Learning to stop thinking about myself and learn to appreciate the smallest person to the most important. I know that this skill is important to SDRs because the businesses or prospects we will talk to are not just potential sales or monetary value, but they are people who have value, and those people will appreciate having someone see the inherent value they have.
What's the difference between a buyer persona and ICP?
The buyer persona focuses on the actual employee while the Ideal customer profile focuses on the company.
Which of the following sentences is NOT correctly capitalized?
The head of the psychology department at Clemson University is dr. Sara Parker.
What is a C-Level executive?
The highest level of executives who run the operations of a company.
Please describe what a hypothesis of need is and how it's used as an SDR.
The hypothesis of need in the sales process is similar as it allows the seller to prepare prior to the first call using customer profiles to form a hypothesis about what problems they can solve for the customer. This preparation allows the seller to have answers ready before ever speaking with the customer.
Why do you need a sales cadence as a salesperson?
You need a cadence since it's very difficult to reach out to a large number of prospects using multiple channels in a consistent manner that can be tracked.
Which sales data software is the most widely used?
ZoomInfo
A word that describes or modifies a noun:
adjective
You can make more friends in two months by ______ .
becoming interested in them
The plural of box is .
boxes
What's a SQL?
children
