Careers Final Exam Course Study Guide - Current Edition Solutions

Careers Final Exam Course Study Guide - Current Edition Solutions What is the difference between a prospect and a lead? - answer - Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. What are the four stages of a sale call in order from spin selling? - answer - Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment How would you respond to the objection: I'm not the right person? - answer - Do you know who the right person is? What is a C-level executive? - answer - The highest level of executives who run the operations of a company Which stage of the sales call is the most important? - answer - Investigation What should you avoid using in a prospecting email? - answer - Avoid Bullet points, Images, Attachments What's a SQL? - answer - A prospect who is qualified to buy your product or service Where will you be using SPIN the most as an SDR? - answer - Discovery How should you send a LinkedIn prospecting message? - answer - Make it as short as possible since people get too many spam messages on LinkedIn What's an influencer? - answer - Someone who influences the decision of a purchase Why do salespeople use CRM system instead of a spreedsheet or piece of paper? - answer - A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. 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 Which CRM systems are the most widely used? - answer - Salesforce and Hubspot How should you open a discovery call? - answer - Set the expectations for the call You can make more friends in two months by? - answer - Becoming interested in them Why do salespeople use sales engagement software? - answer - A sales engagement system helps salespeople execute their cadence with automation What's your ultimate goal at the end of a discovery call? - answer - Schedule a time on the calendar if they are qualified to purchase What ideas do people like more? - answer - Ideas they feel they came up with themselves Which sales engagement software is the most widely used? - answer - Outreach and Salesloft Who is the highest ranking in an organizational structure? - answer - Board of Directors Why do sales people use sales date software? - answer - Sales data software gives salespeople data about their prospective contacts Why are organizational structures valuable? - answer - They give titles to employees based on hierarchy, Defines employee job and responsibilities, Defines employees decision making ability Which sales data software is the most widely used? - answer - ZoomInfo What's the definition of an ICP? - answer - It's the fictitious company persona of your ideal customer What are the four research steps in order? - answer - Build company lists - Build contacts lists - Find contact info - find relevant and personal information for outreach What's the definition of a buyer persona? - answer - It's the fictitious persona of an employee at a prospect company What is a hypothesis of need? - answer - What you hypothesize their problem is that your product or service can solve 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 are the steps in the cold calling formula? - answer - Intro - Reason - Qualify - Ask Why do sales cycles create a funnel? - answer - Because there are multiple stages to a sales cycle and salespeople lose prospect at each stage Who are you calling with your direct cold call outreach? - answer - Someone who is your ideal buyer persona How do you predict your performance as a salesperson? - answer - By measuring both your activity and conversion rates using th