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COURSE CAREERS - SALES TECHNOLOGY FINAL EXAM STUDY SET LATEST
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COURSE CAREERS - SALES TECHNOLOGY FINAL EXAM STUDY SET LATEST COURSE CAREERS - SALES TECHNOLOGY FINAL EXAM STUDY SET LATEST
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COURSE CAREERS - SALESTECHNOLOGY FINAL EXAM
STUDY SET 2024-2025 LATEST
,What is a Sales Cadence? - CORRECT ANSWER 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)? - CORRECT ANSWER A set of Specific actions you follow from
start to finish to close a new customer.
What are the stages of the Sales Cycle?` - CORRECT ANSWER Research > Outreach > Discovery >
Present > Follow Up > Close
What is a Sales Funnel? - CORRECT ANSWER 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? - CORRECT ANSWER 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) - CORRECT ANSWER 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) - CORRECT ANSWER 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? - CORRECT ANSWER Building company lists based on your
Ideal Customer Profile (ICP)
, What is Step 2 in the Research Process? - CORRECT ANSWER Building contact lists based on buyer
persona
What is Step 3 in the Research Process? - CORRECT ANSWER Find contact info for each contact
What is Step 3 in the Research Process? - CORRECT ANSWER Finding relevant ways to personalize
outreach
What is the Cold Calling formula? - CORRECT ANSWER Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call? - CORRECT ANSWER Preliminaries, Investigating,
Demonstrating Capabilities, Obtaining Commitment
What is SPIN? - CORRECT ANSWER A sales methodology developed by Neil Rackam, where the reps
organize sales calls using a question framework that touches on four categories.
What do the acronyms in SPIN stand for? - CORRECT ANSWER Situation, Problem, Implication, Need-
payoff
What does the S in SPIN stand for? - CORRECT ANSWER Situation - Questions focus on gathering facts
and background
What does the P in SPIN stand for? - CORRECT ANSWER Problem - Questions explore customers
problems, difficulties, and dissatisfaction's in areas where the sellers products can help
What does the I in SPIN stand for? - CORRECT ANSWER Implication - Questions take the customers
problems and explores its effects or consequences. They also help customers understand a problems
seriousness or urgency.
What does the N in SPIN stand for? - CORRECT ANSWER Need - Questions help the customer focus
their attention on the solution rather than the problem. They get the customer to tell you the benefits of
fixing their problems.
When in the four stages of discovery calls do you use SPIN? - CORRECT ANSWER The Investigation
stage
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