After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.
How should the sales rep build credibility with the prospect to better their chances of a successful pitch?
A sales representative wants to interact with prospects on platforms they use regularly.
Which approach should the sales rep take?
A sales representative is assigned to high-value prospects.
What can the sales rep do to gain their interest?
A sales representative recently closed a deal and wants to measure how likely the customer would be to recommend the product.
Which measurement should the sales rep use?
A sales representative is struggling with forecast accuracy due to a lack of insight into the potential success of various opportunities.
Which technique will help improve the sales rep's forecasting accuracy?
A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.
What should they use?
A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue.
What is the best course of action in this scenario?
A sales representative is asked by their sales manager to lead a cold-calling campaign.
Where can the sales rep start?
Before a sales representative can close a deal, they are providing the deadlines, payment schedule agreement, and requirements of the engagement.
Which document is the sales rep preparing to finalize this deal?
A sales team knows the importance of building an accurate forecast.
Which foundational priority should be in place to help ensure data quality across teams?
During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.
What is an effective way to handle an objection?
A company is introducing a new product line.
How should a sales representative educate prospects on their products’ key benefits?
A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform.
Which customer-centric approach should be used by the sales rep?
Which communication approach has a higher likelihood of achieving a customer relationship built on trust?
What is a prerequisite for preparing an initial proposal that will bring value to the prospect?
A forecast is based on the rollup of a set of opportunities.
What are three dimensions in a forecast rollup?
A sales representative has a pipeline with a mix of opportunities at various stages.
The sales rep wants to improve stage velocity.
What should the sales rep do to improve stage velocity?
How can whitespace analysis improve a sales representative's account management strategy?
When a sales representative faces an objection, what is an effective first step to overcome it?
A sales representative works at a heavily siloed company and is unable to gather insights for renewals.
How should the sales rep improve data integrity in the pipeline working across silos?
A sales representative has a low conversion rate during the proposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment.
Which adjustment will help the sales rep win more work by being more customer-centric?
How does a sales representative determine if a customer might be a valid prospect for the product?
A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges.
How should the sales rep introduce their value proposition to their customer?
In which way should a sales representative drive trust through professional competency?
A customer's order was sent to the incorrect warehouse for fulfillment. The order has yet to be fulfilled.
What should the sales representative check to fulfill the order through a different warehouse?
How many days are recommended between calls when reaching out to contacts at strategic accounts?
After a sales representative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction.
Which step should the sales rep take next to address these objections?
A sales representative qualifies a prospect before moving to the next stage of the sales process.
What key factors should a sales rep consider when assessing the probability of winning the business?
After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk.
Which customer role should the sales rep meet with to address the concerns?
A junior sales representative is trying to develop relationships with customers in an industry that is changing rapidly. In addition, the number of channels to engage with customers has increased.
How can the sales rep identify the most effective way to communicate with new and existing customers?
A sales representative wants to highlight a customer's return on their investment.
Which type of analysis should the sales rep use to show this?
A sales representative learns from a survey that a strategic customer has a low satisfaction score because they are using only some of the products in their contract.
What should the sales rep do first to improve customer satisfaction?
How can the sales rep work with marketing to improve the health of their pipeline?
A prospect visited a company's website and completed a form expressing interest in a product.
What should a sales rep focus on when qualifying the prospect?
A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.
What is the first step to building trust with these stakeholders?
What is the primary benefit of team selling at a key account?
A sales representative is strategizing on how to most effectively communicate with
a key prospect.
Which approach should they take?