–What’s the sales team’s role in content creation?– –Sales should be involved in content creation on an ongoing basis.– –Sales should be involved in identifying the content that needs to be created but not in creating it.– –Sales may be involved in the early stages of your content creation efforts, but once your sales enablement … Read more
–What’s the difference between teams and work groups?– –Team members are more interdependent than members of a work group are.– –Work groups are based on organizational or managerial hierachy, but teams are not.– –Team members need each other in order to get their work done, but members of work groups often work in parallel without … Read more
–What should the content your sales team uses during the sales process do?– –Answer common questions.– –Provide value to the prospect.– –Resolve common concerns.– –All of the above.–
–What is the relationship between personas and Jobs to Be Done?– –Personas identify the type of person you should sell to, and jobs describes what you can help them do.– –Personas and jobs are two different methods of arriving at the same information.– –Personas identify the people you should sell to, and jobs identifies the … Read more
–What is the difference between a vision and goals?– –A vision is a metric outcome you can check off a list, and a goal is a state of affairs you want to bring into being.– –A vision is for the marketing team, and a goal is for the sales team.– –A vision is for the … Read more
–What is inbound?– –The processes, content, and technology that empower sales teams to sell efficiently at a higher velocity.– –Providing helpful content and resources that attract people to you.– –A strategy for convincing prospects to buy from you.– –A modern way of thinking about quotas, goals, and processes.–
–What is a judicial branch? (HubSpot)– –A small group of leaders who review every lead sales rejects.– –A small group of salespeople who determine whether the leads marketing is creating are qualified properly.– –A small group of marketers who monitor sales activity to make sure qualified leads are getting contacted promptly.– –The core group of … Read more
–What does Jobs to Be Done help you identify?– –The duties your personas fulfill at the companies where they work.– –The types of people who buy your product.– –Why people buy your product.– –The types of people you should hire.–
–What does a sales and marketing SLA require sales to do?– –Contact each of marketing’s leads within a certain timeframe.– –Close a certain percentage of marketing’s leads into customers.– –Help marketing generate a certain number of leads each month.– –Hit their quota each month.–
–What are the elements of a sales enablement strategy?– –Marketing goals, sales quota, and revenue targets.– –Inbound, marketing, and sales.– –A clear goal, a target buyer, and a content strategy.– –Attract, convert, close, delight.–
–True or false? Your customers only need help firing a solution if they were previously paying for a product to do the same job as yours.– –True– –False–
–True or false? You need a vision or goals but not both.– –True– –False–
–True or false? You can partner with other companies that solve the same job your product solves.– –True– –False–
–True or false? Within one ideal customer profile, there may be multiple buyer personas.– –True– –False–
–True or false? The more education you can provide your prospects before they meet with sales, the more qualified they’ll be when they get there.– –True– –False–
–True or false? The main purpose of smarketing meetings is to recognize high achievers.– –True– –False–
–True or false? Technology should be implemented before you design your sales enablement processes.– –True– –False–
–True or false? Sales outreach is a good place to experiment with video.– –True– –False–
–True or false? Personas can change over time.– –True– –False–
–True or false? Marketing and sales should have separate revenue goals.– –True– –False–