Course Careers Final Exam 3rd Attempt questions with verified solutions
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Course
Course Careers
Institution
Course Careers
What is a hypothesis of need?
What you hypothesize the other person knows about your company.
What you hypothesize their problem is that your product or service can solve.
What they hypothesize about why you are contacting them and what you need.
You hypothesize about what they need to get do...
Course Careers - Sales
Technology Final Exam
Prep Cards(140
questions and
answers)
Organizational Structure
"The way the company is set up" A system that
outlines how certain activities are directed in order
to achieve the goals of an organization. These
activities can include tules, roles, and
responsibilities.
What is the expected career path of an entry level
SDR role promoting through the organizational
structure in individual contributor or leadership
roles?
Individual Roles: SDR > to > Account Executive >
to > Enterprise Account Executive
Leadership roles: Sales Manger > to > Director of
Sales / Regional Lead > to > VP of Sales > to >
Chief Revenue Officer
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What an Ideal Customer Profile? ICP
a profile of an ideal client for your business.
Customers that have a strong need and budget for
your product.
What Ideal Customer profiles defined by?
a profile of an ideal client for your business.
Customers that have a strong need and budget for
your product. They can be defined by Company
Size, Revenue, Industry, Geography, Technology,
Process
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?
1. Building company lists based on your Ideal
Customer Profile (ICP)
2. Building contact lists based on buyer persona
3. Find contact info for each contact
What is Step 2 in the Research Process?
1. Building company lists based on your Ideal
Customer Profile (ICP)
2. Building contact lists based on buyer persona
3. Find contact info for each contact
What is Step 3 in the Research Process?
1. Building company lists based on your Ideal
Customer Profile (ICP)
2. Building contact lists based on buyer persona
3. Find contact info for each contact
What is the Cold Calling formula?
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