Download Mastering the Sales Cycle: Strategies and Techniques for Effective Selling and more Exams Advanced Education in PDF only on Docsity! Course Careers Exam with correct Answers What is a Sales Cycle? - Answer -A sales cycle is a specific set of actions salespeople follow from start to finish to close a new customer What are the 6 stages of a sales cycle and who are they done by? - Answer -Research, outreach, discovery are done by the sales development rep and present, follow up, and close are done by the account executive What are the 4 steps of the research phase - Answer -Step one is building your company list based on your ICP. Step two is building contact lists based on your buyer persona. Step three is finding contact information for each contact. Step four is finding relative ways to personalize your outreach. What are some different methods of research? - Answer -LinkedIn, Sales navigator, and zoominfo What are the three main outreach strategies? - Answer -The three main outreach strategies would be direct outreach strategy, referral outreach strategy, and intelligence outreach strategy. What is the goal of direct outreach strategy? - Answer -Target your ideal buyer persona, qualify them, and setup a meeting with your account executive What is the goal of referral outreach strategy? - Answer -Target someone above or horizontal to your ideal buyer persona and and get an introduction What is the goal of intelligence outreach strategy? - Answer -Target someone below your buyer persona, get their contact, and get some inside information into the challenge they are having that your product can fix or solve so you can better pitch your ideal buyer persona What does spin selling stand for? - Answer -Spin selling stands for situation, problem, implication, need payoff What are the two needs of spin selling? - Answer -The two needs of spin selling are implied need, and explicit needs. What is the definition of an implied need? - Answer -An implied need is a statement of a buyers problem, or difficulty with the current situation What is the definition of an explicit need? - Answer -An explicit need is a clear statement of a buyers want, desire, or intention What does BANT stand for? - Answer -BANT stands for budget, authority, need, and timing. What is sales engagement software? - Answer -Sales engagement software refers to the interactions and exchanges that occurs between sales reps and their prospects or customers. AKA sales acceleration What are some main sales engagement platforms? - Answer -Some main sales engagement platforms would be Salesloft, Outreach, and Hubspot sales What is a CRM? - Answer -A CRM stands for customer relationship management and it is a technology used for managing all your companies relationships and interactions with customers and potential customers. It is a centralized database for all your companies relationships from beginning to end What are some main CRM's? - Answer -Some main CRM's would be Salesforce, Hubspot, and Microsoft dynamics What is the difference between a CRM and a sales engagement software? - Answer - The difference between a CRM and a sales engagement software is a CRM stores and organizes your customer contact information and records the interactions, your sales engagement platform uses automation to creat hyper personalized interactions with buyers. What is an organizational structure? - Answer -An Organizational structure is a system that outlines how certain activities are directed in order to achieve the goals of an organization. It gives titles to employees Based on hierarchy, defines employees jobs and responsibilities, and defines employees decision making ability What did you get out of how to win friends and influence people? - Answer -What I got out of how to win friends and influence people was how other people react to you is mostly in your control, if you change the way you act you can change the way other people react to you. What are some important things about fanatical prospecting? - Answer -If you focus on prospecting the rest will come, prospecting is what fills your pipeline, and the prospecting you do now will help you in the next ninety days.
