2024 Course Careers Technology Sales Course Final Exams (New Updates Questions and Verified Answers| 100% Correct| Graded A + What is a Sales Cadence? A sequence of sales activities where the sales team interacts with

2024 Course Careers Technology Sales Course Final Exams (New Updates Questions and Verified Answers| 100% Correct| Graded A + What is a Sales Cadence? A sequence of sales activities where the sales team interacts with leads What is the Sales Cycle A Sequence that a company goes through as they sell their product or service What are the stages of the Sales Cycle? (RODPFC) Research Outreach Discovery Present Follow Up Close What is a Sales Funnel? stages that every potential client goes through as they are led toward a final decision. (Buying a product or service) What is a CRM? a centralized database that manages your relationships with customers Ex. Salesforce and Hubspot What is Sales Engagement? (Sales Acceleration) a platform that Tracks the interactions & exchange between sales reps and their prospects Ex. Salesloft, Hubspot Sales, Outreach What is Sales Data Software? Collects info so you can find leads that match what you need. (Location of companies, updated employee profiles. Etc Ex. LinkedIn Sales Navigator, Apollo, Zoominfo 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 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? 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 What does the I in SPIN stand for? Implication- Question help customers understand the problem seriousness What does the N in SPIN stand for? Need payoff - Questions help the customer solution rather than the problem. When in the four stages of discovery calls do you use SPIN? The Investigation stage What is BANT? determine whether a prospect is a good fit based on their budget and need for the product & purchase What does the acronyms in BANT stand for? Budget, Authority, Need (Using SPIN), Timeline. What is the most important part of BANT and why should you always start with it?