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
... [Show More] 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. [Show Less]