Delivering Sales Services Answers
Delivering Sales Services Answers
The Delivering Sales Services course will teach you how to offer sales services as a way to deliver strong ROI to your clients and increase your retainers. In addition to the on-demand videos, you’ll see examples of Agency Partners doing this successfully. Each class is full of actionable tips and processes you can make your own.
Some questions:
Which of the following is NOT a good criterion for an ideal buyer profile?
Geographic locationSize of companyIndustry or verticalJob title
Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?
Have sales make immediate contactHave marketing nurtureOffer group-based resourcesAvoid investing too many resources
True or false? If your client sells into multiple industries, they should have an ideal buyer profile for each.
TrueFalse
The processes for creating an ideal buyer profile and creating a buyer persona are essentially the same except for one key difference. What is it?
Buyer personas are optional, but every company needs to have at least one ideal buyer profile.Ideal buyer profiles are static, but buyer personas need to be continually updated.Ideal buyer profiles only includes demographic information, while buyer personas should include information about a person’s goals, fears, and challenges.Buyer personas should be created primarily by the marketing team, while ideal buyer profiles should be created primarily by sales.
Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?
Have marketing nurture these leadsOffer group-based resourcesAvoid investing too many resourcesHand off to sales and have sales make immediate contact
Looking at the matrix below, what should your client do for leads that fall into the highlighted quadrant?
Have marketing nurtureAvoid investing too many resourcesHave sales make immediate contactOffer group-based resources
Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?
Have marketing nurtureOffer group-based resourcesAvoid investing too many resourcesHave sales make immediate contact
True or false? Your client can only have one buyer persona per ideal buyer profile.
TrueFalse
CRM Implementation
When implementing CRM for a client, should you help them create custom properties?
Yes - help them create as many as they need for the information they want to know about their contacts.Yes - but focus primarily on properties to hold information connected to their buyer personas and the way they qualify leads.No - it’s better to teach them about the standard properties and then add custom properties later, after they already understand the basics.No - while adding custom properties is an option, creating new properties early on can lead to confusion and disorganization later.
You have a client that you think would benefit from using CRM. When you suggest this to them, they say, “I like the idea of using a CRM, but I don’t think my reps will remember to record their activities in it.” What's the best way to respond to address this concern?
“No worries--we can use the Tasks feature to send reminder emails to your reps so they don’t forget.”“Good point--maybe CRM isn’t a good fit for you.”“Good point--let’s make sure we set up a time to train your reps so they understand the value of recording their work in the CRM.”“Not a problem--CRM automatically records emails and calls so reps don’t have to.”
You have a client who is already using marketing platform and wants to try out CRM. How do you get them started?
By going to crm and creating a CRM accountBy adding the CRM to their existing portalReach out to your Channel Consultant to create a new portal that includes marketing and CRMHave your client contact Support to enable this in their portal
Which of the following is NOT a standard report on the Sales Dashboard?
Deal ForecastSales PerformanceDeal LeaderboardProductivity
You are implementing CRM for a client who doesn’t use Gmail or Outlook for their emails. What is the best way for their team to log their emails in CRM?
Using the email functionality on the contact record to send emails from inside the CRMManually logging emails in the CRMImporting the email messages in bulkUsing the CRM’s bcc and forwarding addresses
Fill in the blank. Before a client can start tracking their active sales inside CRM, they need to customize their _____________.
lead viewsbuyer personasdeal stagessales process
Collecting a client’s contact data together to import can be a daunting task. What is the BEST way to position this job to your client?
Point out importing is actually just a small part of the full implementation process.Remind them that the outcome will be worth the trouble.Present it as an opportunity for them to organize and validate their data.Tell them that it’ll be a lot of work but it’s unavoidable.
Sales Enablement
You want to help your client automate their sales rep email follow up. Which tool would be most helpful?
The Workflow tool because this will allow marketers to take over and nurture leads for the sales reps.The Meetings tool because this will allow prospects to easily set up time with a sales rep.The Sequences tool because this will allow sales reps to schedule a series of targeted emails to send over time.The Documents tool because sales reps can see which content to send next to the prospect.
True or false? One of the biggest challenges of successful sales enablement is creating enough content. Most companies don’t have enough content for the sales team to be able to send prospects in the buying process.
True
False
True or false? Your client’s sales reps should use Sales to track when a message has been opened or clicked as a way to understand when a prospect signals their interest.
True
False
All of the following are tactics to help your client engage with their prospects, EXCEPT:
Track contacts who are in-market for their servicesConvert website traffic into leadsMake it easier for prospects to book meetings with your client’s sales repsTailor and template email outreach messages
You’re teaching a client how to handle content management and creation. How should the sales team be involved during this process?
Only in the beginning. Gather the content that the sales team is currently using, and then let the marketing team take it from there.Throughout the process. Determine the content the sales team has produced, involve them in future content creation and in providing feedback to the marketing team.Not at all. When it comes to content, you should only focus on working with your client’s marketing team to determine which content the sales team needs.At the very end. This is when you should present the content analysis to the sales team and make sure they know which content they should use moving forward.
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