Your teammate is prepping for a sales presentation and they’ve outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say?

QUESTION

Your teammate is prepping for a sales presentation and they’ve outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say?

“This is a good start, but you need to advise them on the best path to achieving their goals and explain how we can help them get there.”

“This is a good way to finish the presentation, but you should start by explaining our offering and how it can solve their problems.”

“This is okay, but a better approach would be to give them a demonstration of our product.”

“This is great! Leave it like it is.”

The correct answer is:

“This is a good start, but you need to advise them on the best path to achieving their goals and explain how we can help them get there.”

Your teammate is prepping for a sales presentation and they’ve outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say?
Explanation: We will update later. sincerely thank

All of the following are questions to ask while discussing authority EXCEPT:

QUESTION

All of the following are questions to ask while discussing authority EXCEPT:

“How have decisions like this been made in the past?”

“Who else needs to be involved in this decision?”

“Do you typically discuss things like this with anyone in your family or with another trusted advisor?”

“Are you the right person for me to be talking with?”

The correct answer is:

“Are you the right person for me to be talking with?”

All of the following are questions to ask while discussing authority EXCEPT:
Explanation: We will update later. sincerely thank

Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you get into the space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?

QUESTION

Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you get into the space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?

Rapport building

CGP

TCI

BA

The correct answer is:

TCI

Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you get into the space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?
Explanation: We will update later. sincerely thank

What is an inbound lead?

QUESTION

What is an inbound lead?

An anonymous website visitor

A person who buys a product without speaking with a sales rep

A lead who requests a product demonstration

A person who has visited your website and identified themselves in some way

The correct answer is:

A person who has visited your website and identified themselves in some way

What is an inbound lead?
Explanation: We will update later. sincerely thank

What is the difference between ideal customer profiles and buyer personas?

QUESTION

What is the difference between ideal customer profiles and buyer personas?

Ideal customer profiles are for business-to-business sales teams, while buyer personas are for sales teams that sell directly to consumers.

Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.

Ideal customer profiles describe your existing customers, while buyer personas are based on your leads and prospects.

Ideal customer profiles are used by marketing teams, while buyer personas are used by salespeople.

The correct answer is:

Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.

What is the difference between ideal customer profiles and buyer personas?
Explanation: We will update later. sincerely thank

What is the main goal of a presentation?

QUESTION

What is the main goal of a presentation?

To provide value to the prospect

To recap the exploratory call

To work with the buyer on pricing

To review what the potential buyer should know

or

To review what the potential buyer should know

To add value

To work with the buyer on pricing

To recap the exploratory call

The correct answer is:

To add value

What is the main goal of a presentation?
Explanation: We will update later. sincerely thank

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

QUESTION

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP

TCI

BA

I’ts fine as is

The correct answer is:

BA

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
Explanation: We will update later. sincerely thank

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect’s goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

QUESTION

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect’s goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP

TCI

BA

I’ts fine as is

The correct answer is:

TCI

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect’s goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
Explanation: We will update later. sincerely thank

Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _______ and _______.

QUESTION

Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _______ and _______.

your prospect’s budget, your company’s needs

your goals, your prospect’s goals

where the prospect is now, where they want to be

the awareness stage of the buyer’s journey, the consideration stage of the buyer’s journey

The correct answer is:

where the prospect is now, where they want to be

Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _______ and _______.
Explanation: We will update later. sincerely thank

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