Course Careers - Sales Technology Final Exam Study Set Questions & Correct Answers/ Graded A+

What is a 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 2 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 3 What is Step 1 in the Research Process? : Building company lists based on your Ideal Customer Profile (ICP) What is Step 2 in the Research Process? : Building contact lists based on buyer persona What is Step 3 in the Research Process? : Find contact info for each contact What is Step 3 in the Research Process? : Finding relevant ways to personalize outreach What is the Cold Calling formula? : Intro Reason Qualify As