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Mar 3407 final

Terms in this set (39)

Inside sales can be a great entry role for aspiring B2B salespeople.
True
"B2B Sales" refers to companies and the salespeople working at those companies who sell products & services primarily to other businesses.
true
Who would a B2B salesperson never sell to?
a consumer, buying with his own money for his own personal use
what is a key distinction between b2b and b2c sales
all of these
Often more than one person needs to approve a B2B deal before it can close.
true
Objections from the prospect are an indication that the deal is on shaky ground.
false
the most important part of the initial prospect meeting is your well prepared presentation and demo
false
most days in b2b sales are highly structured and directed by the head of the sales department
false
which step is the most important and overlooked
lead qualifying
According to the CSO Insights 2015 Sales Compensation and Performance Management Study), what percent of sales professionals miss their quota each year?
nearly 50%
A typical B2B hiring process is quick and painless.
false
you can always recognize a great salesperson by their extroverted nature
false
Why can B2B Sales can be a challenging job?
...
Support team member requests from across the organization, even if it means you might miss your quota.
false
what is the best way to manage sales goals
Use a pipeline report to track deal progress and manage against your quota.
what skills do you need to be successful in sales
all (recruiting, training,support)
what is a sales managers most important skill
Recruiting the best salespeople
which strategy holds the key to the effectiveness of personal branding
storytelling and connection
why is conflict important for storytelling
Conflict creates the tension that fosters continuing interest.
Why do savvy business executives, especially in big corporations, want employees to develop their personal brands?
Recommendations from a peer are more likely to be trusted than recommendations from a large, faceless corporation.
As you are creating your personal brand, you should ask yourself four questions. To truly establish a meaningful foundation for your personal brand, which question should you ask yourself first?
What am I passionate about?
what is your ultimate goal when sharing the story of a conflict you have experienced
Tie your experience to the pain points of your audience, and revealing how you can be the solution.
how should you utilize content marketing when you are going to market your personal brand
by creating and distributing valuable content to a narrowly defined audience
while building your personal brand on social media, which strategy will help avoid sabotaging your efforts
refrain from posting unless you have something fresh to say
how can you best exploit live streaming
by showing authenticity
If most potential customers look at their social media daily, why should you use a personal brand content calendar?
It lets you have a plan in place to post seasonal or holiday content.
Which mistake is often made when live streaming videos?
presenting the video without a preceding call to action
why is it important to decide on a single signature traffic builder
It keeps you focused on providing consistent and high-quality messaging.
it is paramount that your website contains links to
all other social channels
You want to separate yourself from other LinkedIn members, but posting videos is not an option for you. What should you do instead?
strive to provide key industry insights
Which outlet is a good example of a signature traffic builder?
a weekly live chat
which step is the final one in content production
mechanics
What do most goals for personal branding have in common?
marketing
what is a common misconception about linked in
it is 100% business oriented
what should be the time horizon for your content calendar
1 month
A relatable question in an elevator pitch incorporates the _____ to a _____.
solution to a problem
Tom has created an elevator pitch. He has his relatable question, explains what he does, the value of it, and a testimonial. How should Tom present his elevator pitch?
At this point he must present his pitch with passion.
how long should an elevator pitch be
30 seconds
A personal elevator pitch should include _____.
why you do what you do
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