Course Careers Questions & Correct Answers/ Graded A+

What is a Sales Cycle? : 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? : 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 : 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? : LinkedIn, Sales navigator, and zoominfo 2 What are the three main outreach strategies? : 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? : Target your ideal buyer persona, qualify them, and setup a meeting with your account executive What is the goal of referral outreach strategy? : Target someone above or horizontal to your ideal buyer persona and and get an introduction What is the goal of intelligence outreach strategy? : 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? : Spin selling stands for situation, problem, implication, need payof