Course Careers Study Guide with
correct Answers
What's a Champion? - Answer -Someone who salespeople love.
How should you open a discovery call? - Answer -Set the expectations for the call
What's the best definition for a sales cadence? - Answer -A cadence is the sequence of
activities you perform in order to make contact with a prospect
What should you avoid using in a prospecting email? - Answer -Images, Bullet Points,
Attachments
A sentence is generally incomplete when - Answer -It lacks a subject and a verb
Definition of an ICP? - Answer -It's the fictitious company persona of your ideal
customer
Which of the following capitalization rules is incorrect? - Answer -Capitalize pronouns,
such as Her and Him.
What are the two types of needs talked about in the book SPIN Selling and what is the
difference between the two? - Answer -Implied Needs-are problems and frustrations
expressed by the customer —for instance, "I'm not happy with the quality our press is
producing," or "Our system creates too much waste."
Explicit Needs-Explicit needs are strong wants or desires
"We need a more efficient system," or "We have to cut our procurement costs."
Please describe what a sales cycle is along with all of the different stages of a sales
cycle in order based on - Answer -A sales Cycle is a set of specific actions salespeople
follow from start to finish to close a new customer. It often includes multiple stages such
as 'prospect, connect'' research' 'present' and close.
What factor(s) make a major sale different from a small sale? - Answer -Only the length
of the sales cycle and size of customer commitment and their risk
, What does BANT stand for and what part of the sales cycle is it used? - Answer -
Budget, Authority, Need, Time
(LEAD QUALIFICATION)
What is BANT ? - Answer -budget, authority, need, time
What is Organizational structure? - Answer -An organizational Structure is a system that
outlines how certain activities are directed in order to achieve the goals of an
organization. These activities can include rules, roles and responsibilities.
What is an Ideal Customer (ICP)? - Answer -Aka, ideal company profile or target
market.
What is a buyer persona? - Answer -is a semi - fictional, generalized representation of
your customers that accounts for the demographic, goals, motivators , and challenges
they are facing. Aka , stake holder or contacts
What is a C-Level executive? - Answer -The highest level of executives who run the
operations of a company. (CHIEF)
What's Churn? - Answer -Customers who were on a subscription and stopped
using/paying for it.
What's CAC stand for? - Answer -Customer Acquisition Cost
What's a GateKeeper? - Answer -Someone who is in charge of deciding who talks to
the executives.
What's a SQL? - Answer -A prospect who is qualified to buy your product or service. (
SALES QUALIFIED LEAD )
What's an Influencer? - Answer -Someone who influences the decision of a purchase.
What is a Sales Cycle? - Answer -A sales cycle is a set of specific salespeople follow
from start to finish to close a new customer. It often includes multiple stages such as "
prospect , 'connect' research ' present' and 'close'.
Sales Cycle /Sales Funnel - Answer -Research, Outreach, Discovery, Present, Follow
Up, Close
What is A Sales Cadence ? - Answer -Aka Sales Sequence - is the sequence of
outbound sales activities a salesperson makes when attempting to make contact with a
prospect to move them through the pipeline.
Questions on
"How to Win Friends & Influence People "
correct Answers
What's a Champion? - Answer -Someone who salespeople love.
How should you open a discovery call? - Answer -Set the expectations for the call
What's the best definition for a sales cadence? - Answer -A cadence is the sequence of
activities you perform in order to make contact with a prospect
What should you avoid using in a prospecting email? - Answer -Images, Bullet Points,
Attachments
A sentence is generally incomplete when - Answer -It lacks a subject and a verb
Definition of an ICP? - Answer -It's the fictitious company persona of your ideal
customer
Which of the following capitalization rules is incorrect? - Answer -Capitalize pronouns,
such as Her and Him.
What are the two types of needs talked about in the book SPIN Selling and what is the
difference between the two? - Answer -Implied Needs-are problems and frustrations
expressed by the customer —for instance, "I'm not happy with the quality our press is
producing," or "Our system creates too much waste."
Explicit Needs-Explicit needs are strong wants or desires
"We need a more efficient system," or "We have to cut our procurement costs."
Please describe what a sales cycle is along with all of the different stages of a sales
cycle in order based on - Answer -A sales Cycle is a set of specific actions salespeople
follow from start to finish to close a new customer. It often includes multiple stages such
as 'prospect, connect'' research' 'present' and close.
What factor(s) make a major sale different from a small sale? - Answer -Only the length
of the sales cycle and size of customer commitment and their risk
, What does BANT stand for and what part of the sales cycle is it used? - Answer -
Budget, Authority, Need, Time
(LEAD QUALIFICATION)
What is BANT ? - Answer -budget, authority, need, time
What is Organizational structure? - Answer -An organizational Structure is a system that
outlines how certain activities are directed in order to achieve the goals of an
organization. These activities can include rules, roles and responsibilities.
What is an Ideal Customer (ICP)? - Answer -Aka, ideal company profile or target
market.
What is a buyer persona? - Answer -is a semi - fictional, generalized representation of
your customers that accounts for the demographic, goals, motivators , and challenges
they are facing. Aka , stake holder or contacts
What is a C-Level executive? - Answer -The highest level of executives who run the
operations of a company. (CHIEF)
What's Churn? - Answer -Customers who were on a subscription and stopped
using/paying for it.
What's CAC stand for? - Answer -Customer Acquisition Cost
What's a GateKeeper? - Answer -Someone who is in charge of deciding who talks to
the executives.
What's a SQL? - Answer -A prospect who is qualified to buy your product or service. (
SALES QUALIFIED LEAD )
What's an Influencer? - Answer -Someone who influences the decision of a purchase.
What is a Sales Cycle? - Answer -A sales cycle is a set of specific salespeople follow
from start to finish to close a new customer. It often includes multiple stages such as "
prospect , 'connect' research ' present' and 'close'.
Sales Cycle /Sales Funnel - Answer -Research, Outreach, Discovery, Present, Follow
Up, Close
What is A Sales Cadence ? - Answer -Aka Sales Sequence - is the sequence of
outbound sales activities a salesperson makes when attempting to make contact with a
prospect to move them through the pipeline.
Questions on
"How to Win Friends & Influence People "
