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?
What is a key indicator of a healthy sales pipeline for a sales representative?
In the context of deal management, why is it important for a sales representative to earn a deeper level of trust and access to decision makers within the customer's organization?
A sales representative wants to show a prospect the value of their product or service.
Which type of document should the sales rep provide to the prospect?
A junior sales representative engages with key accounts to understand their pain points, current solutions, and future goals.
Which skill is the sales rep growing?
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 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 preparing a presentation to showcase the value proposition of their solution to a prospect.
What should be the main objective of this presentation?
A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.
What should the sales rep do?
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?
What should the sales rep focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements?
A sales representative wants to foster team selling, increase customer satisfaction, and decrease customer attrition at a critical account.
Which business capability can help implement these goals?
When assessing the risks and opportunities of a deal, why is it important to consider the duration of a contract?
A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.
Which session type should the sales rep hold with the prospect?
A sales representative is asked by their sales manager to lead a cold-calling campaign.
Where can the sales rep start?
How does understanding a customer's business strategies and goals help a sales representative scope a solution?
A sales representative is working with a customer who has recently placed an order. The customer informs the sales rep that they have unique tax requirements.
How should the sales rep proceed to ensure a successful booking and fulfillment process?
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?
A sales representative is given an objection and shows respect for the customer's opinion.
What level of listening is the sales rep leveraging?
A sales representative worked with a primary account for the past year. They want to make sure they continue providing the best possible service and value to the customer.
How can the sales rep comprehensively assess the effectiveness of their account management strategy?
A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.
Which type of close was chosen?
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?
What measure will yield the most actionable information about an organization's territory model success?
A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.
Which closure practice should the sales rep use to gain a commitment with this prospect?
How can a sales rep use whiteboarding while exploring a customer's business challenges?
A company uses the BANT model for sales qualification.
What does BANT indicate to sales representatives?
A customer has questions about the features of one product they are evaluating.
What is the first step the sales representative should take to address this?
What is a prerequisite for preparing an initial proposal that will bring value to the prospect?
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 is challenged by a customer with a competitor's product and features.
Which skill does the sales rep need to address this challenge?
A sales representative is doing a 9-month check-in with a customer following a successful deployment. The sales rep found an additional product that will help improve the customer value and adoption.
Which customer success concept is the sales rep utilizing in this example?
A sales representative clarifies how a specific customer will benefit from the solution proposed.
Which part of a solution unit is the sales rep using?