Course Careers - Sales Technology Final Exam Questions and Verified Answers Latest Updated 2024/2025 Graded A+.

Course Careers - Sales Technology Final Exam Questions and Verified Answers Latest Updated 2024/2025 Graded A+. 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 are the stages of the Sales Cycle?` Research Outreach Discovery Present Follow Up Close 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 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. Course Careers - Sales Technology Final Exam Questions and Verified Answers | Latest Updated 2024/2025 | Graded A+ Ex. LinkedIn Sales Navigator, Apollo, Zoominfo 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 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. 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-toreach 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 What is a Champion? Someone who salespeople love What does CAC stand for? Customer Acquisition Cost 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 is an Influencer? Someone who influences the decision of a purchase What is Churn? Customers who were on a subscription and stopped using/paying for it What is a C-Level executive? The highest level of executives who run the operations of a company What is a Gatekeeper? 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. 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 The desire to feel important The desire for food The desire for sex The desire to feel important 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 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 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 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 What do people love to talk about the most? Themselves Other people Politics All of the above Themselves 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 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 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 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 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 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 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 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 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 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 There's never too much sincere criticism shame confidence praise Praise 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 What's the #1 reason for failure in sales? Lack of closing skills Lack of prospecting Inferior product Subpar presentation skills Lack of prospecting 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 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 What's the best prospecting technique? Cold call Email Social A balance of many different techniques A balance of many different techniques 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 is the formula for predicting sales?