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