


Study with the several resources on Docsity
Earn points by helping other students or get them with a premium plan
Prepare for your exams
Study with the several resources on Docsity
Earn points to download
Earn points by helping other students or get them with a premium plan
Community
Ask the community for help and clear up your study doubts
Discover the best universities in your country according to Docsity users
Free resources
Download our free guides on studying techniques, anxiety management strategies, and thesis advice from Docsity tutors
Comprehensive insights into various sales techniques, stages of a sales call, and the use of crm systems for prospecting and lead generation. It covers topics such as the difference between a prospect and a lead, the four stages of a sales call, objections handling, c-level executives, the importance of investigation, prospecting email best practices, spin selling, linkedin prospecting messages, influencers, crm systems, bant order, discovery call goals, ideas people like, sales engagement software, ultimate goal at the end of a discovery call, hypothesis of need, buyer persona vs icp, cold calling formula, sales cycles, referral cold call outreach, sales cadence, intelligence gathering outreach, and major sales vs small sales. It also discusses the role of organizational structures and sales data software.
Typology: Exams
1 / 4
This page cannot be seen from the preview
Don't miss anything!
What is the difference between a prospect and a lead? - Ans Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. What are the four stages of a sale call in order from spin selling? - Ans Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment How would you respond to the objection: I'm not the right person? - Ans Do you know who the right person is? What is a C-level executive? - Ans The highest level of executives who run the operations of a company Which stage of the sales call is the most important? - Ans Investigation What should you avoid using in a prospecting email? - Ans Avoid Bullet points, Images, Attachments What's a SQL? - Ans A prospect who is qualified to buy your product or service Where will you be using SPIN the most as an SDR? - Ans Discovery How should you send a LinkedIn prospecting message? - Ans Make it as short as possible since people get too many spam messages on LinkedIn What's an influencer? - Ans Someone who influences the decision of a purchase Why do salespeople use CRM system instead of a spreedsheet or piece of paper? - Ans
A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. What's the correct BANT order for a discovery call? - Ans Need - Authority - Timing - Budget The only way on earth to influence other people is by? - Ans Talking about what they want and showing them how to get it Which CRM systems are the most widely used? - Ans Salesforce and Hubspot How should you open a discovery call? - Ans Set the expectations for the call You can make more friends in two months by? - Ans Becoming interested in them Why do salespeople use sales engagement software? - Ans A sales engagement system helps salespeople execute their cadence with automation What's your ultimate goal at the end of a discovery call? - Ans Schedule a time on the calendar if they are qualified to purchase What ideas do people like more? - Ans Ideas they feel they came up with themselves Which sales engagement software is the most widely used? - Ans Outreach and Salesloft Who is the highest ranking in an organizational structure? - Ans Board of Directors Why do sales people use sales date software? - Ans Sales data software gives salespeople data about their prospective contacts Why are organizational structures valuable? - Ans
Why do you need a sales cadence as a salesperson? - Ans You need a cadence since it's very difficult to reach out to large number of prospects using multiple channels in a consistent manner that can be tracked Who are you calling with intelligence gathering outreach? - Ans Someone below your ideal buyer persona What factors make a major sale different from a small sale? - Ans Length of the sales cycle, Size of customer commitment and their risk, The ongoing relationship What should't you do when talking to a gatekeeper? - Ans Lie to them to get directed to the correct contact