PROCORE STUDENT CERTIFICATION
COMPREHENSIVE EXAM QUESTIONS AND
CORRECT ANSWERS COMPLETE STUDY
SHEET
●● be productive, innovative, the expert, and polite
Answer: Increase your credibility (4 things)
●● How to strengthen AE/BDR relationship (4)
Answer: consistent communication, alignment of goals, connection,
prospect engagement
●● Definition of a Champion
Answer: Personal pain, political and technical respect, knowledgeable
about how to get a deal done
●● Champion Framework (3)
Answer: hunt, test, enable
●● Reference Framework
(3)
Answer: empathize, validate, affirm (feel, felt, found)
,●● What is Accounts insights tool
Answer: shoes how much ACV & number of projects on procore in a
given area
●● Champion Mantra
Answer: "no champ no deal"
●● Reference Mantras (2 of them)
Answer: "info tells, stories sell", "our customers are our best sales
people"
●● Whats the goal with Empathizing
Answer: we want them to know that the problems they are having is
happening accross the industry
●● what's the goal when Validating
Answer: using stories to validate the problems we touched on in the
empathize phase
●● what's the goal when Validating
Answer: using stories to validate the problems we touched on in the
empathize phase
, ●● Herd Mantality
Answer: human nature to follow what others are doing
●● What is important ot know about the Construction Industry in the
Epathize phase
Answer: Hyper local, and Risk adverse
●● Tools for empahizing(5)
Answer: highspot, account insights, linkedin, procore.org, local
organizations (schools of where people went)
●● Account Insights
Answer: find out how much ACV and how many projects are being ran
through procore in the region
●● Story Tools(4)
Answer: Story database, clients nearby, social proof, customer
testimonials
●● Traits of an ideal reference (6 of them)
Answer: Company type, region, size, market served, title of individual,
previous solution
COMPREHENSIVE EXAM QUESTIONS AND
CORRECT ANSWERS COMPLETE STUDY
SHEET
●● be productive, innovative, the expert, and polite
Answer: Increase your credibility (4 things)
●● How to strengthen AE/BDR relationship (4)
Answer: consistent communication, alignment of goals, connection,
prospect engagement
●● Definition of a Champion
Answer: Personal pain, political and technical respect, knowledgeable
about how to get a deal done
●● Champion Framework (3)
Answer: hunt, test, enable
●● Reference Framework
(3)
Answer: empathize, validate, affirm (feel, felt, found)
,●● What is Accounts insights tool
Answer: shoes how much ACV & number of projects on procore in a
given area
●● Champion Mantra
Answer: "no champ no deal"
●● Reference Mantras (2 of them)
Answer: "info tells, stories sell", "our customers are our best sales
people"
●● Whats the goal with Empathizing
Answer: we want them to know that the problems they are having is
happening accross the industry
●● what's the goal when Validating
Answer: using stories to validate the problems we touched on in the
empathize phase
●● what's the goal when Validating
Answer: using stories to validate the problems we touched on in the
empathize phase
, ●● Herd Mantality
Answer: human nature to follow what others are doing
●● What is important ot know about the Construction Industry in the
Epathize phase
Answer: Hyper local, and Risk adverse
●● Tools for empahizing(5)
Answer: highspot, account insights, linkedin, procore.org, local
organizations (schools of where people went)
●● Account Insights
Answer: find out how much ACV and how many projects are being ran
through procore in the region
●● Story Tools(4)
Answer: Story database, clients nearby, social proof, customer
testimonials
●● Traits of an ideal reference (6 of them)
Answer: Company type, region, size, market served, title of individual,
previous solution
