Tech Terms
OTE stands for ____.
What is: On Target Earnings
What Chrome extension do we add to Gmail to check spelling etc.
What is: Grammarly
Abel said ATS stands for _____.
What is: Applicant Tracking System.
Vember always asked you, "Who is the most important person in the room?" That answer is...
What is: I am
What tool can you use to send a video cover letter?
What is: LOOM (or Vidyard, ZOOM)
Detailed descriptions of companies that would benefit most from offerings, including firmographic data (industry, size, revenue), technological environment, business challenges, and other attributes that make them perfect fits for your solution.
What is: ICPs (Ideal Customer Profiles)
This software allows you to manage your contact relationships, pipeline, and all communications. You use this software so you can leave work at work and still remember everything on your to-do list the next day.
What is: CRM or Hubspot.
Christopher Beane told the class ______ is the number 1 factor that influences your credit score.
What is: Payment history.
Ryan did a great job of identifying and explaining the three different Types of LinkedIn accounts. What are they?
What is: Free, Premium, Sales Navigator.
The STAR Method stand for _____.
What is: Situation, Task, Action, Result
Defined timeframe during which new salespeople are held to reduced quota expectations as they learn products, processes, and develop pipeline. Ramp periods typically range from 3-9 months, depending on sales complexity, cycle length, and experience requirements. During this time, compensation may include guaranteed draws, reduced quotas (starting at 25-50% of full quota and gradually increasing), or modified commission structures to provide financial stability while building momentum.
What is: Ramp Period
This technology tool is where we do our "hunting for leads and accounts." It has data that no other company has aggregated so effectively.
What is: LinkedIn Sales Navigator
Name the one step in Abel's "Sequence to get an interview" that will make you stand out from other applicants.
What is: A Video
Vember said she will hold your hand only if you do this.
What is: Walk beside her and not behind her.
This website is considered the "YELP" website for job seekers?
What is: Glassdoor
A predetermined, data-driven series of coordinated sales activities (calls, emails, social touches, content sharing) deployed at specific intervals to nurture prospects through the buying journey. Effective sequences are personalized, multimodal, and adjust based on prospect engagement.
What is: A Sales Sequence.
A collection of tools sales teams use to help with different tasks. The stack can be defined as a toolbox. Each tool in this box is designed for a particular task. Tech tools are used to automate tasks and operations.
What is: Tech Stack
According to Mimi Nicklin's presentation, she said the secret skill to unlock better relationships, trust, and success is _______.
What is: Empathy
Ryan had you use this "cheatsheet" for (1) account mapping to help prepare for your company business project, (2) outbound project, and you can also use it to (3) prepare for job interviews.
What is: Company Brief
Abel said she gives somebody an automatic pass to the next round of the interview if they close the interview with _____ . (So you can answer and dispel any issues on the spot.)
What is: "Are there any concerns you have moving me to the next round?"
A startup accelerator and venture capital firm that provides funding, advice, and resources to early-stage startups. It is known for its startup accelerator programs.
What is: Y Combinator
Name the sales intelligence platform where you can find people's emails and phone numbers when not on LinkedIn (We discussed two in class, and you should have the Chrome extension installed!)
What is: Apollo.io
Our Guest, Chris Strebenc, said that of the 9 start-ups he worked for, 2 companies went public while he worked there. This is referred to as a company _______.
What is: IPO
Both Ryan and Vember believe Sales and Sales-adjacent roles are great positions for Fellows because of ...name 3 reasons.
What is: Generational wealth, Growth potential, Low barrier to entry, Universal skillset, Grit + Gratitude, Professioanl and Career Development opportunities.
What is something you can prepare after the interview to show what you will do to be successful when you get the role?
What is: 30-60-90 Day Plan