Sales Course: Questions and Answers, Exams of Nursing

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What factors make a major sale different from a small sale? - Answer-Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship. ICP - Answer-It's the fictions company persona of your ideal customer. What should you avoid using in prospecting email? - Answer-Bullet points, images, attachments. Sales Cadence - Answer-a sequence of activities you perform in order to make contact with a prospect. How should you open a discovery call? - Answer-Set the expectations for the call. What's a champion - Answer-Someone who sale people love. A sentence is usually incomplete when? - Answer-It lacks a subject and a verb. What words never get capitalized? - Answer-Pronouns such as her and him

Email format - Answer-Subject, Intro, reason,valueprop, Ask, closing. To show that words have been omitted, the punctuation mark to use is: - Answer-ellipsis (..) At what point in the sales cycle does prospecting end and becomes a sales qualifying lead and a meeting is set with the AE? - Answer-Prospecting ends once you have a SQL setup with the AE Which sales data software is the most widely used? - Answer-ZoomInfo Whats the correct order you should use BANT as a salesperson for a discovery call? - Answer-Need - Authority - Timing - Budget Which of the following sentences are incomplete? A. Sarah cried. B. Glen jumped. C. Into the woods. D. Ouch! - Answer-C. Into the woods Why do sales people use sales data software? - Answer-Sales data software gives salespeople data about their prospective contacts What's your objective as a B2B sales development rep on the first contact with a new prospect? - Answer-set appointments Why does a sales cycle create a funnel? - Answer-Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. What's the correct BANT order for a discovery call? - Answer-Need - Authority - Timing - Budget What's the best prospecting technique? - Answer-A balance of many different techniques

What is a sales data platform used for? - Answer-A customer data platform (CDP) is designed for marketing Please list the main CRMs on the market, sales engagement platforms on the market, and sales data platforms in categories. - Answer-The main CRM's on the market are Salesforce and Hubspot. The main sales engagement platforms are Salesloft and Hubspot sales. The main sales date platform is zoominfo. Please describe what SPIN stands for along with exactly where in the sales cycle it's used and why. - Answer-Spin stands for Situation, problem, implication, and needs payoff Questions. It is used at the end of sales cycles in discovery calls to close deals. 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-The four types of organizational structures are functional, multi-divisional, flat, and matrix structures. A hierarchical outline of a company's roles, teams, and employees. It allows SDR's to know who is in charge. In the research phase of the sales cycle, there are 4 distinct steps you need to perform before conducting your outreach. What are those 4 steps in order? - Answer-Create Company List based on ICP Create Contact List based on BP Find Contact Info for BPs Find relevant info for personalization. In detail, please describe the difference between a CRM and a sales engagement platform. - Answer-A CRM is a software where you can organize all of your leads and customers and be able to cold emailing and outreach in a very efficient manner. A sales engagement platform is a place of getting your touches and familiarity with the customers. Please describe what a sales cycle is along with all of the different stages of a sales cycle in order based on what was taught in the course. - Answer-A sale cycle is all the steps to closing a deal from start to finish. Starting with Research, Outreach, discovery, presentation, follow-up, close.