Course Careers practice questions with verified solutions

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 Previous Play Next Rewind 10 seconds Move forward 10 seconds Unmute 0:00 / 0:15 Full screen Brainpower Read More 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? Intro Reason Qualify Ask What are the four stages of Discovery Call? Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment What is SPIN? 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? Situation, Problem, Implication, Need-payoff What does the S in SPIN stand for? Situation - Questions focus on gathering facts and background What does the P in SPIN stand for? 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? 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? 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? The Investigat