Study Set
Study online at https://quizlet.com/_clt989
1. What is a Sales Cadence? A sequence of
touch-points you do to at-
tract your prospect to es-
tablish a connection to
start an engagement or
sale.
2. What is the Sales Process (Sales Cycle)? A set of Specific actions
you follow from start to
finish to close a new cus-
tomer.
3. What are the stages of the Sales Cycle?` Research > Outreach >
Discovery > Present > Fol-
low Up > Close
4. What is a Sales Funnel? A visual representation of
sales processes with de-
fined stages that every po-
tential client goes through
as they are led toward a
final decision.
- Give salespeople a re-
peatable framework of ac-
tions to follow
- Creates a baseline for
comparison and forecast-
ing
5. What is a CRM? A Centralized database
that manages and main-
tains your relationships
, Study Set
Study online at https://quizlet.com/_clt989
and interactions with cus-
tomers and potential cus-
tomers.
Ex. Salesforce and Hub-
spot
6. What is Sales Engagement? (Sales Acceleration) Tracks the interactions
and exchanges that oc-
cur between you and your
prospects or customers.
Ex. Salesloft, Hubspot
Sales, Outreach
7. 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 Naviga-
tor, Apollo, Zoominfo
8. What is Step 1 in the Research Process? Building company lists
based on your Ideal Cus-
tomer Profile (ICP)
9. What is Step 2 in the Research Process?
, Study Set
Study online at https://quizlet.com/_clt989
Building contact lists
based on buyer persona
10. What is Step 3 in the Research Process? Find contact info for each
contact
11. What is the Cold Calling formula? Intro > Reason > Qualify >
Ask
12. What are the four stages of Discovery Call? Preliminaries, Investigat-
ing, Demonstrating Capa-
bilities, Obtaining Com-
mitment
13. What is SPIN? A sales methodology de-
veloped by Neil Rack-
am, where the reps or-
ganize sales calls using a
question framework that
touches on four cate-
gories.
14. What do the acronyms in SPIN stand for? Situation, Problem, Impli-
cation, Need-payoff
15. What does the S in SPIN stand for? Situation - Questions fo-
cus on gathering facts and
background
16. What does the P in SPIN stand for? Problem - Questions ex-
plore customers prob-
lems, difficulties, and dis-
satisfaction's in areas
, Study Set
Study online at https://quizlet.com/_clt989
where the sellers products
can help
17. What does the I in SPIN stand for? Implication - Questions
take the customers prob-
lems and explores its ef-
fects or consequences.
They also help customers
understand a problems
seriousness or urgency.
18. What does the N in SPIN stand for? Need - Questions help the
customer focus their at-
tention on the solution
rather than the problem.
They get the customer to
tell you the benefits of fix-
ing their problems.
19. When in the four stages of discovery calls do you use The Investigation stage
SPIN?
20. What is BANT? A sales qualification
methodology that lets
salespeople determine
whether a prospect is a
good fit based on this.
21. What does the acronyms in BANT stand for? Budget, Authority, Need
(Using SPIN), Timeline.
22. What is the most important part of BANT and why Need, this determines if
should you always start with it? the customer has the need
Study online at https://quizlet.com/_clt989
1. What is a Sales Cadence? A sequence of
touch-points you do to at-
tract your prospect to es-
tablish a connection to
start an engagement or
sale.
2. What is the Sales Process (Sales Cycle)? A set of Specific actions
you follow from start to
finish to close a new cus-
tomer.
3. What are the stages of the Sales Cycle?` Research > Outreach >
Discovery > Present > Fol-
low Up > Close
4. What is a Sales Funnel? A visual representation of
sales processes with de-
fined stages that every po-
tential client goes through
as they are led toward a
final decision.
- Give salespeople a re-
peatable framework of ac-
tions to follow
- Creates a baseline for
comparison and forecast-
ing
5. What is a CRM? A Centralized database
that manages and main-
tains your relationships
, Study Set
Study online at https://quizlet.com/_clt989
and interactions with cus-
tomers and potential cus-
tomers.
Ex. Salesforce and Hub-
spot
6. What is Sales Engagement? (Sales Acceleration) Tracks the interactions
and exchanges that oc-
cur between you and your
prospects or customers.
Ex. Salesloft, Hubspot
Sales, Outreach
7. 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 Naviga-
tor, Apollo, Zoominfo
8. What is Step 1 in the Research Process? Building company lists
based on your Ideal Cus-
tomer Profile (ICP)
9. What is Step 2 in the Research Process?
, Study Set
Study online at https://quizlet.com/_clt989
Building contact lists
based on buyer persona
10. What is Step 3 in the Research Process? Find contact info for each
contact
11. What is the Cold Calling formula? Intro > Reason > Qualify >
Ask
12. What are the four stages of Discovery Call? Preliminaries, Investigat-
ing, Demonstrating Capa-
bilities, Obtaining Com-
mitment
13. What is SPIN? A sales methodology de-
veloped by Neil Rack-
am, where the reps or-
ganize sales calls using a
question framework that
touches on four cate-
gories.
14. What do the acronyms in SPIN stand for? Situation, Problem, Impli-
cation, Need-payoff
15. What does the S in SPIN stand for? Situation - Questions fo-
cus on gathering facts and
background
16. What does the P in SPIN stand for? Problem - Questions ex-
plore customers prob-
lems, difficulties, and dis-
satisfaction's in areas
, Study Set
Study online at https://quizlet.com/_clt989
where the sellers products
can help
17. What does the I in SPIN stand for? Implication - Questions
take the customers prob-
lems and explores its ef-
fects or consequences.
They also help customers
understand a problems
seriousness or urgency.
18. What does the N in SPIN stand for? Need - Questions help the
customer focus their at-
tention on the solution
rather than the problem.
They get the customer to
tell you the benefits of fix-
ing their problems.
19. When in the four stages of discovery calls do you use The Investigation stage
SPIN?
20. What is BANT? A sales qualification
methodology that lets
salespeople determine
whether a prospect is a
good fit based on this.
21. What does the acronyms in BANT stand for? Budget, Authority, Need
(Using SPIN), Timeline.
22. What is the most important part of BANT and why Need, this determines if
should you always start with it? the customer has the need
