Course careers study guide questions with verified solutions

What is an account? The records of all the information associated with a prospective What is the difference between a prospect and a lead? Both describe a potential customer and have intertwined meanings that only differ based who you're talking to Previous Play Next Rewind 10 seconds Move forward 10 seconds Unmute 0:06 / 0:15 Full screen Brainpower Read More What is a C-Level executive? The highest level of executives who run the operations of a company. What's Churn? Customers who were on a subscription and stopped using/paying for it. What's CAC stand for? Customer Acquisition Cost What's a GateKeeper? Someone who is in charge of deciding who talks to the executives What's a SQL? A prospect who is qualified to buy your product or service. What's an Influencer? Someone who influences the decision of a purchase. What's a Champion? Someone who salespeople love. What did Bob Hoover do to the mechanic who made his plane crash and almost got him killed? He told him to service his F-51 plane tomorrow since he's sure he won't make this mistake again. What's the main difference between mankind and animals? The desire to feel important You can make more friends in two months by becoming interested in them The sweetest sound to a person in any language is that person's name What do people love to talk about the most? Themselves When should you argue with someone? Never because you can't win When trying to convince someone of something you should get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing Why do people do well under competition? They have a desire to excel and feel important What's the #1 reason for failure in sales? Lack of prospecting Is cold calling necessary? Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go to them 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's the most important daily imperative of a successful salesperson? Keeping a pipeline full of qualified prospects 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 are your Golden Hours as a salesperson? The time you use to do sales activities such as prospecting and qualifying Should you schedule your work in time blocks? Yes, salespeople are much more efficient when they focus on a single activity and set one goal at a time. What's your objective as a B2B sales development rep on the first contact with a new prospect? Set an appointment What does your job as a sales development rep consist of? Set appointments with the prospects that are highly qualified Nurture the prospects that you've qualified but are not in the buying window Gather information on the prospects for which you have some or no data Under what conditions does it make sense to set an appointment without qualifying the prospect? You sell a product or service that is non contractual and there is no set budgetary period for making these types of purchases There is a high probability that most of your prospects will be buyers because your product is something they use all the time The decision-maker role is fairly consistent or usually a single person 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 What quality can you use to organize a prospect list? Qualification level Potential deal size Industry vertical What's the primary reason you use social selling? To build familiarity with prospects What's the primary social channel in B2B sales? LinkedIn What do people getting called by a salesperson dislike the most? Salesperson being vague and difficult to understand their intentions