Sales Skills
This sales technique involves asking questions to uncover a prospect's needs before pitching.
What is consultative/SPIN selling
This Wolf of Wall Street character famously sold penny stocks by phone.
Jordan Belfort
This term describes a startup valued at over $1 billion.
What is a unicorn?
The UW athletic teams go by this nickname.
What are the Huskies?
This Netflix show follows paper salespeople at Dunder Mifflin.
What is The Office?
The final step of the sales process where you ask for the business.
What is closing?
Apple's co-founder known for his legendary "reality distortion field" selling vision.
Steve Jobs
Amazon's founder started the company selling these out of his garage.
What are books?
This famous Seattle coffee chain was founded near UW at Pike Place Market.
What is Starbucks?
Glengarry Glen Ross features this famous motivational acronym.
What is ABC — Always Be Closing?
This objection-handling phrase restates the customer's concern before addressing it.
What is acknowledging/mirroring?
This Salesforce founder disrupted enterprise software with a "No Software" campaign.
Who is Marc Benioff?
This two-word ratio compares customer lifetime value to acquisition cost.
What is LTV:CAC?
UW's business school is named after this donor.
Answer: What is Foster School of Business?
This social media platform is every AE's top hunting ground for leads.
What is LinkedIn?
This metric measures how many deals move from one pipeline stage to the next.
What is conversion rate?
She built a billion-dollar cosmetics empire and rewarded top sellers with pink Cadillacs.
Who is Mary Kay Ash?
This Swedish music streaming company went public via a direct listing in 2018.
| Answer: What is Spotify?
This app is popular among college students for borrowing class notes and study guides.
What is Course Hero?
In this movie, young brokers are inspired by watching Gordon Gekko.
What is Wall Street?
Named after a classic sales book, this method uses Situation, Problem, Implication, and Need questions.
What is SPIN Selling?
This man wrote "How to Win Friends and Influence People," a cornerstone of sales philosophy.
Who is Dale Carnegie?
This concept by Eric Ries describes the build-measure-learn cycle used by startups.
What is the Lean Startup?
UW's computer science school is named after this billionaire philanthropist.
Who is Paul Allen?
This 2006 book by Daniel Pink argues that everyone is in sales.
What is "To Sell is Human"?