Course Careers Final Exam Questions and Answers, Exams of Advanced Education

Download Course Careers Final Exam Questions and Answers and more Exams Advanced Education in PDF only on Docsity! Course Careers Final Exam Questions and Answers What's the definition of an ICP? - Answer -It's the fictitious company persona of your ideal customer. 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." - Answer -The, Sir, Richard, September, Atlanta, Georgia What factor(s) make a major sale different from a small sale? - Answer -Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship What the correct difference between a B2C and B2B sales cycle? - Answer -B2C sales cycles usually have less people involved in the decision. What is an account? - Answer -The records of all the information associated with a prospective or current customer. What's an Influencer? - Answer -Someone who influences the decision of a purchase. 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. - Answer - 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. - Answer -Subject: Elevate Your SDR Team's Performance with SalesAccel Dialer Hi Anna, I hope this email finds you well. My name is [Your Name] from SalesAccel, and I'm reaching out to you because I recently learned about your impressive career move to the VP of Sales at DinoJet. Congratulations on your new role! I understand that leading the entire SDR organization comes with its unique challenges, especially when it comes to scaling and maximizing efficiency. That's why I wanted to share some exciting information with you about how SalesAccel's dialer software has been a game-changer for SDR teams like yours. In a nutshell, SalesAccel's phone dialer software empowers SDRs to connect with multiple prospects simultaneously, significantly increasing the number of calls made each day. Our clients have experienced three times the number of answered calls, leading to remarkable results. On average, sales teams using SalesAccel report a staggering 2,000% ROI. Given DinoJet's rapid growth and your plans to double the SDR team this year, I believe SalesAccel could be a key asset in achieving and surpassing your goals. I'd love to schedule a brief discovery call to discuss how SalesAccel can specifically benefit DinoJet's unique requirements. Is there a time you're available to meet for a short 20-minute call to run through the current process your SDRs follow and pinpoint exactly how SalesAccel could improve your operations to see if it would be a worthwhile initiative to pursue? Does Wednesday at 12:30 PM, 1:00 PM or 3:00 Pm PST work best? If not please feel free to suggest a good time that works for you. Best, Jeremy Mayer In detail, please describe the main differences between a sales cadence and a sales cycle. - Answer -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. What does BANT stand for and what part of the sales cycle is it used? - Answer -BANT stands for Budget, Authority, Need, and Time. It is used in the discovery part of the sales cycle. Please describe your biggest takeaway from How to Win Friends and Influence People and how it relates to being successful as an SDR. - Answer -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. Please describe what SPIN stands for along with exactly where in the sales cycle it's used and why. - Answer -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 the primary social channel in B2B sales? - Answer -LinkedIn What's the correct BANT order for a discovery call? - Answer -Need - Authority - Timing - Budget The only way on earth to influence other people is by_____. - Answer -Talking about what they want and showing them how to get it What's a SQL? - Answer -children Which sales data software is the most widely used? - Answer -ZoomInfo What's the difference between a buyer persona and ICP? - Answer -The buyer persona focuses on the actual employee while the Ideal customer profile focuses on the company. What's your ultimate goal at the end of a discovery call? - Answer -Schedule a time on the calendar with the Account Executive if they are qualified to purchase. Why do you need a sales cadence as a salesperson? - Answer -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 CRM systems are the most widely used? - Answer -SalesForce and Hubspot What's a buyer persona? - Answer -It's the ideal person at the company you're targeting. 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? - Answer -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 Please describe the cold-calling formula you learned in the course and how you would use it as an SDR. - Answer -Intro, Reason, qualify & ask Can you please describe what SPIN selling is and how you would use it? - Answer - 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. Please describe what a hypothesis of need is and how it's used as an SDR. - Answer - 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. What are the two types of needs talked about in the book SPIN Selling and what is the difference between the two? - Answer -Explicit and ImpliedExplicit needs are strong wants or desiresImplied needs are problems or frustrations