COURSE CAREERS TECHNOLOGY SALES STUDY GUIDE

COURSE CAREERS TECHNOLOGY SALES STUDY GUIDE What is a Cold Email? - answer-Part 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? - answer-Intro (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 Sales Cadence? - answer-A 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)? - answer-A set of Specific actions you follow from start to finish to close a new customer. What are the stages of the Sales Cycle?` - answer-Research Outreach Discovery Present Follow Up Close What is a Sales Funnel? - answer-A 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? - answer-A 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) - answer-Tracks 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) - answer-Collects 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? - answer-Building company lists based on your Ideal Customer Profile (ICP) What is Step 2 in the Research Process? - answer-Building contact lists based on buyer persona What is Step 3 in the Research Process? - answer-Find contact info for each contact What is Step 3 in the Research Process? - answer-Finding relevant ways to personalize outreach What is the Cold Calling formula? - answer-Intro Reason Qualify Ask What are the four stages of Discovery Call? - answer-Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment What is SPIN? - answer-A 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? - answer-Situation, Problem, Implication, Need-payoff What does the S in SPIN stand for? - answer-Situation - Questions focus on gathering facts and background What does the P in SPIN stand for? - answer-Problem - Questions explore customers problems, difficulties, and dissatisfaction's in areas where the sellers products can help What does the I in SPIN stand for? - answer-Implication - 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? - answer-Need - 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.