Course Careers Final Exam(67 questions and answers).

Account? The records of all the information associated with a prospective or current customer What is the difference between a prospect and a lead? Both describe a potential customer and have intertwined meanings that only differ based on who you're talking to Previous Play Next Rewind 10 seconds Move forward 10 seconds Unmute 0:02 / 0:15 Full screen Brainpower Read More C-Level executive The highest level of executives who run the operations of a company Churn Customers who were on a subscription and stopped using/paying for it CAC customer acquisition cost the cost associated with convincing a customer to buy a product/service Gatekeeper Someone who is in charge of deciding who talks to the executives SQL Sales Qualified Lead, a prospect who is qualified to buy your product or service What's the main difference between mankind and animals? The desire to feel important The only way on earth to influence other people is by_____. Talking about what they want and showing them how to get it What's the #1 reason for failure in sales? Lack of prospecting The main reason salespeople are afraid of cold calling is because ________. they don't want to interrupt prospects What's the best prospecting technique? A balance of many different techniques What is the formula for predicting sales? Efficiency + Effectiveness = Performance When is spending time doing research in advance to calling a good idea? When you're calling C-level prospects selling a high-value product/service What's your objective as a B2B sales development rep on the first contact with a new prospect? Set an appointment What is a touch? Anything that increases familiarity with a prospect How many touches on average does it take to engage a cold prospect? 20-50 touches