Mixed Category 1
A sequence of touch-points you do to attract a prospect to establish a connection to start an engagement or sale.
What is a Sales Cadence?
A set of specific actions you follow from start to finish to close a new customer.
What is the Sales Process (Sales Cycle)?
Research --> Outreach --> Discovery ->
Present --> Follow Up --> Close
What are the stages of the Sales Cycle?
A visual representation of sales processes with defined stages that every potential client goes through as they are led toward a final decision.
- Gives salespeople a repeatable framework of actions to follow.
- Creates a baseline for comparison and forecasting
What is a Sales Funnel and what does it do?
Building company lists based on your ICP (Ideal Customer Profile).
What is Step 1 in the Research Process?
Tracks the interactions and exchanges that occur between you and your prospects or customers.
Ex: Salesloft, Hubspot Sales, Outreach)
What is Sales Engagement?
A clear statement of the tangible results a customer gets from using your products or services.
What is a value proposition?
Speeding up the sales process using different tools and technologies to boost productivity and efficiency.
What is Sales Acceleration?
Collects and makes sense of company info from millions of data sources to help you understand things like organization structure. It provides on two parts of the sales data market, Company data, and Contact Data. (ex: LinkedIn Sales Navigator, Apollo, Zoominfo)
What is Sales Data Software (Sales Intelligence) and what does it do?
Find relevant ways to personalize outreach
What is Step 4 in the Research Process?
A software or internet-based service that helps business owners and sales professionals manage their sales pipeline; track prospects and related activities throughout the sales cycle. (ex: Salesforce Hubspot)
What is a CRM (Customer Relationship Management)?
Building contact lists based on buyer persona
What is Step 2 in the Research Process?
Intro --> Reason --> Qualify --> Ask
What is the Cold Calling Formula?
Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment
What are the Four Stages of Discovery Call?
A sales methodology developed by Neil Rackam, where the reps organize sales calls using a question framework that touches on four categories.
What's the definition of SPIN?
Situation, Problem, Implication, Need-payoff
What does the acronym SPIN stand for?
Situation - Questions focus on gathering facts and background info
What is the S in SPIN and what does it focus on?
Find contact info for each contact
What is Step 3 in the Research Process?
Problem - Questions explore customer problems, difficulties, and dissatisfaction in areas where the seller's products can help.
What is the P in SPIN and what do P questions do?
Budget, Authority, Need (Using SPIN), Timeline
What does the acronym BANT stand for?
Need-payoff - Questions help the customer to focus their attention on the solution rather than the problem. They get the customer to tell you the benefits of fixing the problem.
What is the N in SPIN and what do N questions do?
The Investigation Stage
When in the Four Stages of Discovery Calls do you use SPIN ?
A sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on what the acronym BANT stands for.
What is the definition of BANT?
Implication - Questions take the customer's problems and explores its effects and consequences. They also help customers understand a problem's seriousness or urgency.
What is the I in SPIN and what do I questions do?
Need, this determines if the customer has the need for your product and is asked in the order of NATB.
What is the most important part of BANT and why should you always start with it?