Course Careers - Sales Technology Final Exam
Study Set (Answered) 128 Questions and
Correct Answers, 100% Verified.
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.
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-to-reach
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.
Study Set (Answered) 128 Questions and
Correct Answers, 100% Verified.
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.
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-to-reach
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.
