Final Exam Course Careers | 100 Questions With 100% Correct Answers | Verified | Latest Update 2024

How should you open a discovery call? {Ans: Set the expectations for the call}What should't you do when talking to a gatekeeper? {Ans: Lie to them to get directed to the correct contact}What are the four stages of a sale call in order from spin selling? {Ans: Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment}What are the four research steps in order? {Ans: Build company lists - Build contacts lists - Find contact info - find relevant and personal information for outreach}Which CRM systems are the most widely used? {Ans: Salesforce and Hubspot}Who is the highest ranking in an organizational structure? {Ans: Board of Directors}You can make more friends in two months by? {Ans: Becoming interested in them}What's the definition of a buyer persona? {Ans: It's the fictitious persona of an employee at a prospect company}Why do salespeople use sales engagement software? {Ans: A sales engagement system helps salespeople execute their cadence with automation}What's the difference between a buyer persona and ICP? {Ans: The buyer persona focuses on the actual employee while the ideal customer profile focuses on the company}What's a SQL? {Ans: A prospect who is qualified