Questions answered incorrectly:

- All of the following are advantages of using the CGP, TCI, BA framework EXCEPT:

Questions answered correctly:

- What is the buyer doing during the awareness stage of their buying journey?
- What is your role during the awareness stage of the buyer's journey?
- What is the buyer doing during the consideration stage of their buying journey?
- What is your role during the consideration stage of the buyer's journey?
- What is the buyer doing during the decision stage of their buying journey?
- What is your role during the decision stage of the buyer's journey?
- You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:
- You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:
- You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:
- What is the difference between a sales process and an inbound sales strategy?
- What is the goal of the identify phase of an inbound sales strategy?
- What is an active buyer?
- When you identify an active buyer, what stage of the buyer's journey will they most often be in?
- What is a passive buyer?
- True or false? You should only start identifying passive buyers after identifying all of the active buyers.
- What is the difference between ideal customer profiles and buyer personas?
- How quickly should you contact inbound leads?
- All of the following are examples of inbound leads EXCEPT:
- All of the following might be included in an ideal customer profile EXCEPT:
- All of the following could be a trigger event EXCEPT:
- An inbound sales strategy focuses on identifying people who _________.
- Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies
________. For sales teams who sell directly to consumers, an ideal customer profile identifies ________.
- Congratulations - you just landed a job selling IT equipment to large corporations! You receive your
first inbound lead, and you call the person who submitted it. You quickly realize that this person is a
junior employee with no buying authority. What should you do?
- All of the following are examples of social selling EXCEPT:
- What is an inbound lead?
- Which of the following is an example of a common connection?
- What is a trigger event?
- What should a business-to-business salesperson do if their website gets multiple anonymous visits
from a single company?
- How long should each message in your sequence be?
- How often should you reference yourself in your outreach messages?
- Fill in the Blank: End each email with a ______.
- If your company doesn't produce very much content, all of the following are good alternatives EXCEPT:
- What do you need to do before connecting with someone on social media?
- When should you transition to the explore phase?
- What does it mean to make your outreach "human"?
- What does it mean to make your outreach "helpful"?
- What does it mean to make your outreach "holistic"?
- How can you make sure the content you share is relevant to your prospects?
- If a lead calls you in response to a voicemail you left, what should you do?
- Your teammate creates an outreach sequence with 10 steps in it and asks you if you think that's a
good length. How do you respond?
- How can you start building rapport before getting on a call?
- How long should the rapport-building part of an exploratory call be?
- Fill in the blank: If a prospect says, "I'm hoping to get this figured out before the end of the quarter,"
that's an example of a __________.
- Fill in the blank: If a prospect says, "If I don't find a way to solve this problem, I'm going to have to
start laying off employees," that's an example of a __________.
- Fill in the blank: If a prospect says, "If I can find a way to fix this, I think we'll be able to open a second
location next year," that's an example of a __________.
- Which of the following is the BEST way to discuss a prospect's budget?
- All of the following are questions to ask while discussing authority EXCEPT:
- Here's an agenda that follows the CGP, TCI, BA framework: 1. Build rapport, recap previous
conversations, set agenda. 2. Explore the challenges the prospect has and their plans for overcoming
them. 3. Explore their timeline and discuss the consequences of inaction and the implications of
success. 4. Explore budget and authority. In this agenda, which part of the CGP, TCI, BA framework
needs improvement?
- Here's an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what
you've already talked about, lay out the plan for this conversation. 2. Ask about their challenges and
goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4.
Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of
the CGP, TCI, BA framework needs improvement?
- Here's a paragraph from a recap email. "You mentioned that you need to get into a larger space, but
you have a lot of specialized equipment that can't be moved easily. Your best plan is to hire a moving
company, but you're worried that the equipment will get damaged or miscalibrated in the move."
Which part of the explore phase does it accomplish?
- Here's a paragraph from a recap email: "You need to get into your new office space before the end of
this quarter. You have aggressive hiring goals for next quarter and if you haven't relocated into a
larger space by then, you won't be able to hit those goals. On the other hand, if you get into the space
you're currently looking at, the amenities included in that space will help you attract new talent."
Which part of the explore phase does it accomplish?
- Here's a paragraph from a recap email. "You currently have a quote from a moving company for about
$5,000, but you would be willing to pay twice that much if it meant ensuring your equipment was
moved safely and on time. However, the decision isn't yours alone. Sebastian is in charge of the
equipment and Sal will have to approve the higher budget. We'll include them in our next meeting to
discuss the details of where we go from here." Which part of the explore phase does it accomplish?
- How should you begin your sales presentation?
- Where in your presentation should you present case studies on other companies you've worked with?
- What is the purpose of the 1-10 closing technique?
- When using the 1-10 closing technique, what should you do if your prospect gives you number lower
than six?
- Your teammate is prepping for a sales presentation and they've outlined the points they want to
cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have
proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What
would you say?
- Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes
the gap between _______ and _______.
- You should do all of the following in your sales presentation EXCEPT: