Course Careers Study Guide UPDATED
Questions and CORRECT Answers
Sales Cadence - CORRECT ANSWER - A determined sequence of sales activities and the
frequency at which the sales team interacts with leads
Sales Cycle - CORRECT ANSWER - The process the prospective buyer goes through
from start to finish.
SDR (research/prospecting, outreach, discovery/qualifying) -> AE (present, follow up, close)
The biggest takeaways from "How to Win Friends and Influence People" - CORRECT
ANSWER - The three biggest takeaways I got from the book were: how to persuade a
prospect without seeming manipulative by talking less and listening more, how to become a
trustworthy individual who attracts business by genuinely seeking the buyer's best interest, and
how to effectively lead a team.
People in general, including prospects, like to feel like they are buying a solution rather than
being sold one, so getting them to admit the benefits of the solution is everything.
in terms of leading effectively, some of the lessons I found most vital were: how to avoid
criticizing others, and if absolutely necessary, how to criticize them without them getting
defensive, ultimately teaching them with respect.
CRM - CORRECT ANSWER - Customer Relationship Management system: a database
that tracks accounts and buyer personas within. It tracks the account's information from the
beginning of the pipeline to the end.
Technologies such as sales engagement software can be integrated into the CRM.
Sales Engagement Software (aka Sales Acceleration) - CORRECT ANSWER - Software
used to prioritize efficiency in the sales cadence. Oversees calls, and interactions between SDRs
and prospects.
,Only focuses on the SDR's jobs - doesn't track accounts from the beginning to the end of the
sales cycle.
Ex) Salesloft, Hubspot Sales, Outreach
Can be integrated into the CRM.
Sales Data Software (aka Sales Intelligence) - CORRECT ANSWER - A sales data
platform is a digital footprint of information that provides buying signals, organizational
structure, and ways to personalize outreach. It is used to help figure out companies and contacts
to sell to by providing purchase history, business objectives, and current contracts.
Ex) Zoominfo, LinkedIn Sales Navigator, Apollo
What is the difference between CRM and sales software? - CORRECT ANSWER - The
CRM tracks the account's information, such as interactions, contacts within certain accounts, etc.
from the beginning of the pipeline to the end.
The sales engagement software is used to prioritize efficiency in the sales cadence.
The main difference is that sales engagement only focuses on prospecting and outreach, it doesn't
track accounts from the beginning to the end of the sales cycle as the CRM does.
Technologies such as sales engagement software can be integrated into the CRM.
SPIN - CORRECT ANSWER - Situation, problem, implication, need payoff
Used in the discovery phase and is utilized in order to uncover "implied needs" and turn them
into "explicit needs". This is where the buyer is persuaded to tell you the benefits of the solutions
to their problems, that they didn't think were that big of a deal until you explained it to them. Its
powerful approach emphasizes premeditating the right questions that draw the buyer to realize
how much they need the solution.
, BANT - CORRECT ANSWER - Budget - can they afford the purchase/ is it a good fit for
their budget? will they need to approve more budget?
Authority - are they the decision maker and if not, who else is involved in making the decision?
Need (use SPIN)
Timing - How much of a priority is this purchase? When are they able to make it?
Cold calling outline - CORRECT ANSWER - **Before the call be sure to come up w a
direct question, you know they'll say yes to, that leads to your solution being beneficial to
them**
Intro: (say their name, your name, the company you are with)
Reason: why you are calling (be as valuable as possible)
Qualify (make sure they are the right person to speak with, and that they even have a need that
you can provide a solution to)
Ask for their time to set up a meeting
Cold email outline - CORRECT ANSWER - intro (personalize - use their nickname)
value prop (don't say too much about the solution make them curious enough to want to learn
more)
ask (use calendly as an option)
Stay between 3-5 sentences
Never say "I noticed you were POSITION at COMPANY NAME"
how do you respond to someone who emails back "Im using your competitor" - CORRECT
ANSWER - Always thank them for their response. Suggest that the competitor is a great
choice/alternative and that they do a great job. Ask about how much they charge, their pain
points, and include any other companies who have switched over and why they did so. Include
that you know what it's like to have a loyal relationship with a client, but become number #2 in
their minds in case the competition does XYZ.
Questions and CORRECT Answers
Sales Cadence - CORRECT ANSWER - A determined sequence of sales activities and the
frequency at which the sales team interacts with leads
Sales Cycle - CORRECT ANSWER - The process the prospective buyer goes through
from start to finish.
SDR (research/prospecting, outreach, discovery/qualifying) -> AE (present, follow up, close)
The biggest takeaways from "How to Win Friends and Influence People" - CORRECT
ANSWER - The three biggest takeaways I got from the book were: how to persuade a
prospect without seeming manipulative by talking less and listening more, how to become a
trustworthy individual who attracts business by genuinely seeking the buyer's best interest, and
how to effectively lead a team.
People in general, including prospects, like to feel like they are buying a solution rather than
being sold one, so getting them to admit the benefits of the solution is everything.
in terms of leading effectively, some of the lessons I found most vital were: how to avoid
criticizing others, and if absolutely necessary, how to criticize them without them getting
defensive, ultimately teaching them with respect.
CRM - CORRECT ANSWER - Customer Relationship Management system: a database
that tracks accounts and buyer personas within. It tracks the account's information from the
beginning of the pipeline to the end.
Technologies such as sales engagement software can be integrated into the CRM.
Sales Engagement Software (aka Sales Acceleration) - CORRECT ANSWER - Software
used to prioritize efficiency in the sales cadence. Oversees calls, and interactions between SDRs
and prospects.
,Only focuses on the SDR's jobs - doesn't track accounts from the beginning to the end of the
sales cycle.
Ex) Salesloft, Hubspot Sales, Outreach
Can be integrated into the CRM.
Sales Data Software (aka Sales Intelligence) - CORRECT ANSWER - A sales data
platform is a digital footprint of information that provides buying signals, organizational
structure, and ways to personalize outreach. It is used to help figure out companies and contacts
to sell to by providing purchase history, business objectives, and current contracts.
Ex) Zoominfo, LinkedIn Sales Navigator, Apollo
What is the difference between CRM and sales software? - CORRECT ANSWER - The
CRM tracks the account's information, such as interactions, contacts within certain accounts, etc.
from the beginning of the pipeline to the end.
The sales engagement software is used to prioritize efficiency in the sales cadence.
The main difference is that sales engagement only focuses on prospecting and outreach, it doesn't
track accounts from the beginning to the end of the sales cycle as the CRM does.
Technologies such as sales engagement software can be integrated into the CRM.
SPIN - CORRECT ANSWER - Situation, problem, implication, need payoff
Used in the discovery phase and is utilized in order to uncover "implied needs" and turn them
into "explicit needs". This is where the buyer is persuaded to tell you the benefits of the solutions
to their problems, that they didn't think were that big of a deal until you explained it to them. Its
powerful approach emphasizes premeditating the right questions that draw the buyer to realize
how much they need the solution.
, BANT - CORRECT ANSWER - Budget - can they afford the purchase/ is it a good fit for
their budget? will they need to approve more budget?
Authority - are they the decision maker and if not, who else is involved in making the decision?
Need (use SPIN)
Timing - How much of a priority is this purchase? When are they able to make it?
Cold calling outline - CORRECT ANSWER - **Before the call be sure to come up w a
direct question, you know they'll say yes to, that leads to your solution being beneficial to
them**
Intro: (say their name, your name, the company you are with)
Reason: why you are calling (be as valuable as possible)
Qualify (make sure they are the right person to speak with, and that they even have a need that
you can provide a solution to)
Ask for their time to set up a meeting
Cold email outline - CORRECT ANSWER - intro (personalize - use their nickname)
value prop (don't say too much about the solution make them curious enough to want to learn
more)
ask (use calendly as an option)
Stay between 3-5 sentences
Never say "I noticed you were POSITION at COMPANY NAME"
how do you respond to someone who emails back "Im using your competitor" - CORRECT
ANSWER - Always thank them for their response. Suggest that the competitor is a great
choice/alternative and that they do a great job. Ask about how much they charge, their pain
points, and include any other companies who have switched over and why they did so. Include
that you know what it's like to have a loyal relationship with a client, but become number #2 in
their minds in case the competition does XYZ.
