Course Careers - Sales Technology
Final Exam Study Set QUESTIONS
AND ANSWERS GRADED A+
What is a Sales Cadence? - Correct AnswerA sequence of touch-points you do to
attract your prospect to establish a connection to start an engagement or sale.
What is the Sales Process (Sales Cycle)? - Correct AnswerA set of Specific actions you
follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?` - Correct AnswerResearch > Outreach >
Discovery > Present > Follow Up > Close
What is a Sales Funnel? - Correct AnswerA visual representation of sales processes
with defined stages that every potential client goes through as they are led toward a
final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM? - Correct AnswerA Centralized database that manages and maintains
your relationships and interactions with customers and potential customers.
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration) - Correct AnswerTracks the
interactions and exchanges that occur between you and your prospects or customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence) - Correct AnswerCollects and makes
sense of company info from millions of data sources to help you understand things like
organization structure. It provides on two parts of the sales data market, Company Data
and Contact Data.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process? - Correct AnswerBuilding company lists based
on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process? - Correct AnswerBuilding contact lists based
on buyer persona
,What is Step 3 in the Research Process? - Correct AnswerFind contact info for each
contact
What is Step 3 in the Research Process? - Correct AnswerFinding relevant ways to
personalize outreach
What is the Cold Calling formula? - Correct AnswerIntro > Reason > Qualify > Ask
What are the four stages of Discovery Call? - Correct AnswerPreliminaries,
Investigating, Demonstrating Capabilities, Obtaining Commitment
What is SPIN? - Correct AnswerA sales methodology developed by Neil Rackam,
where the reps organize sales calls using a question framework that touches on four
categories.
What do the acronyms in SPIN stand for? - Correct AnswerSituation, Problem,
Implication, Need-payoff
What does the S in SPIN stand for? - Correct AnswerSituation - Questions focus on
gathering facts and background
What does the P in SPIN stand for? - Correct AnswerProblem - Questions explore
customers problems, difficulties, and dissatisfaction's in areas where the sellers
products can help
What does the I in SPIN stand for? - Correct AnswerImplication - Questions take the
customers problems and explores its effects or consequences. They also help
customers understand a problems seriousness or urgency.
What does the N in SPIN stand for? - Correct AnswerNeed - Questions help the
customer focus their attention on the solution rather than the problem. They get the
customer to tell you the benefits of fixing their problems.
When in the four stages of discovery calls do you use SPIN? - Correct AnswerThe
Investigation stage
What is BANT? - Correct AnswerA sales qualification methodology that lets salespeople
determine whether a prospect is a good fit based on this.
What does the acronyms in BANT stand for? - Correct AnswerBudget, Authority, Need
(Using SPIN), Timeline.
What is the most important part of BANT and why should you always start with it? -
Correct AnswerNeed, this determines if the customer has the need for your product and
is asked in the order of NATB
, What is a Cold Email? - Correct AnswerPart of your outreach cadence. These allow you
to get in front of very important and hard-to-reach people that you would have a hard
time getting a message through with another method.
What is the Cold Email Formula? - Correct AnswerIntro (Address Them) > Reason >
Value Prop (Solution to their problem, challenge, or difficulty and why they care) > Ask
(What you want, meeting or introduction) > Closing (Sign off)
What is a SQL? - Correct AnswerA prospect who is qualified to buy your product or
service
What is an account? - Correct AnswerThe records of all the information associated with
a prospective or current customer
What is a Champion? - Correct AnswerSomeone who salespeople love
What does CAC stand for? - Correct AnswerCustomer Acquisition Cost
What is the difference between a prospect and a lead? - Correct AnswerBoth describe a
potential customer and have intertwined meanings that only differ based on who you're
talking to
What is an Influencer? - Correct AnswerSomeone who influences the decision of a
purchase
What is Churn? - Correct AnswerCustomers who were on a subscription and stopped
using/paying for it
What is a C-Level executive? - Correct AnswerThe highest level of executives who run
the operations of a company
What is a Gatekeeper? - Correct AnswerSomeone who is in charge of deciding who
talks to the executives
What did Bob Hoover do to the mechanic who made his plane crash and almost got him
killed?
He yelled at him for being a bad mechanic and fired him.
He told him he would have his mechanics license revoked.
He criticized him for being so careless, but forgave him.
He told him to service his F-51 plane tomorrow since he's sure he won't make this
mistake again. - Correct AnswerHe told him to service his F-51 plane tomorrow since
he's sure he won't make that mistake again.
What's the main difference between mankind and animals?
Final Exam Study Set QUESTIONS
AND ANSWERS GRADED A+
What is a Sales Cadence? - Correct AnswerA sequence of touch-points you do to
attract your prospect to establish a connection to start an engagement or sale.
What is the Sales Process (Sales Cycle)? - Correct AnswerA set of Specific actions you
follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?` - Correct AnswerResearch > Outreach >
Discovery > Present > Follow Up > Close
What is a Sales Funnel? - Correct AnswerA visual representation of sales processes
with defined stages that every potential client goes through as they are led toward a
final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM? - Correct AnswerA Centralized database that manages and maintains
your relationships and interactions with customers and potential customers.
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration) - Correct AnswerTracks the
interactions and exchanges that occur between you and your prospects or customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence) - Correct AnswerCollects and makes
sense of company info from millions of data sources to help you understand things like
organization structure. It provides on two parts of the sales data market, Company Data
and Contact Data.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process? - Correct AnswerBuilding company lists based
on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process? - Correct AnswerBuilding contact lists based
on buyer persona
,What is Step 3 in the Research Process? - Correct AnswerFind contact info for each
contact
What is Step 3 in the Research Process? - Correct AnswerFinding relevant ways to
personalize outreach
What is the Cold Calling formula? - Correct AnswerIntro > Reason > Qualify > Ask
What are the four stages of Discovery Call? - Correct AnswerPreliminaries,
Investigating, Demonstrating Capabilities, Obtaining Commitment
What is SPIN? - Correct AnswerA sales methodology developed by Neil Rackam,
where the reps organize sales calls using a question framework that touches on four
categories.
What do the acronyms in SPIN stand for? - Correct AnswerSituation, Problem,
Implication, Need-payoff
What does the S in SPIN stand for? - Correct AnswerSituation - Questions focus on
gathering facts and background
What does the P in SPIN stand for? - Correct AnswerProblem - Questions explore
customers problems, difficulties, and dissatisfaction's in areas where the sellers
products can help
What does the I in SPIN stand for? - Correct AnswerImplication - Questions take the
customers problems and explores its effects or consequences. They also help
customers understand a problems seriousness or urgency.
What does the N in SPIN stand for? - Correct AnswerNeed - Questions help the
customer focus their attention on the solution rather than the problem. They get the
customer to tell you the benefits of fixing their problems.
When in the four stages of discovery calls do you use SPIN? - Correct AnswerThe
Investigation stage
What is BANT? - Correct AnswerA sales qualification methodology that lets salespeople
determine whether a prospect is a good fit based on this.
What does the acronyms in BANT stand for? - Correct AnswerBudget, Authority, Need
(Using SPIN), Timeline.
What is the most important part of BANT and why should you always start with it? -
Correct AnswerNeed, this determines if the customer has the need for your product and
is asked in the order of NATB
, What is a Cold Email? - Correct AnswerPart of your outreach cadence. These allow you
to get in front of very important and hard-to-reach people that you would have a hard
time getting a message through with another method.
What is the Cold Email Formula? - Correct AnswerIntro (Address Them) > Reason >
Value Prop (Solution to their problem, challenge, or difficulty and why they care) > Ask
(What you want, meeting or introduction) > Closing (Sign off)
What is a SQL? - Correct AnswerA prospect who is qualified to buy your product or
service
What is an account? - Correct AnswerThe records of all the information associated with
a prospective or current customer
What is a Champion? - Correct AnswerSomeone who salespeople love
What does CAC stand for? - Correct AnswerCustomer Acquisition Cost
What is the difference between a prospect and a lead? - Correct AnswerBoth describe a
potential customer and have intertwined meanings that only differ based on who you're
talking to
What is an Influencer? - Correct AnswerSomeone who influences the decision of a
purchase
What is Churn? - Correct AnswerCustomers who were on a subscription and stopped
using/paying for it
What is a C-Level executive? - Correct AnswerThe highest level of executives who run
the operations of a company
What is a Gatekeeper? - Correct AnswerSomeone who is in charge of deciding who
talks to the executives
What did Bob Hoover do to the mechanic who made his plane crash and almost got him
killed?
He yelled at him for being a bad mechanic and fired him.
He told him he would have his mechanics license revoked.
He criticized him for being so careless, but forgave him.
He told him to service his F-51 plane tomorrow since he's sure he won't make this
mistake again. - Correct AnswerHe told him to service his F-51 plane tomorrow since
he's sure he won't make that mistake again.
What's the main difference between mankind and animals?
