Selling Sales Services Answers

Selling Sales Services Answers

The Selling Sales Services course will teach you how to package, price, and sell sales services to your existing clients. 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.

• There are 20 questions.
• The exam takes about 20 minutes to complete.
• You must answer 15 questions correctly to pass.
• You must wait 12 hours between attempts.
• You have 3 hours to complete the exam.

Some questons:

Let’s say your estimated hourly cost is $30 per hour. Assuming an average utilization rate of 60%, what’s your adjusted hourly cost?

$50 per hour$80 per hour$48 per hour$18 per hour

True or false? CRM implementation services tend to be project-based work.

True — this service requires a disproportionate amount of up-front effort.True — all technical-type services should be packaged into a project model.False — it’s best to use a retainer-based model because this service requires an ongoing, steady level of work.False — there are no guidelines for what type of model to use. It depends entirely on the client situation.

True or false? Sales services should always be packaged as a retainer-based model.

TrueFalse

Let’s say your adjusted hourly cost is $60 per hour. Assuming an average overhead of 30%, what’s your effective hourly cost?

$18$138$78$200

Fill in the blank: A business typically doesn’t need sales services until it’s consistently ____________ .

attracting high levels of monthly trafficusing inbound marketing for at least one yeargenerating leadsclosing new customers

Packaging and Pricing Sales Services

True or false? Sales organizations are generally more sensitive to price than other business functions.

TrueFalse

All of the following are considered recurring sales services EXCEPT:

Sequence creation and reportingMQL and SQL definitionSLA reportingEmail template creation and reporting

Your boss is insisting that every sales service should use a project model. What is a proper response?

“While a project model typically makes sense for CRM implementation and sales and marketing alignment services, a retainer can be better for sales enablement services.”“Projects should only be used as a last resort. This model only provides short-term work and often leads to scope creep.”“A project model is best used for sales enablement services. CRM implementation and sales and marketing alignment should be retainer-based.”“You’re right. We should strive to use projects for every sales service because they’re easy for the client to understand and can lead to a long-term retainer.”

Which of the following is typically considered a non-recurring sales service?

Lead scoringLead quality reporting Sales Pro setupProspecting analysis and supportA and CB and DA, B, C, and D

Which engagement model does the following statement describe? “This model has the advantage of tying together the whole revenue funnel, however, your clients will view your marketing and sales engagement as one entity.”

A stand-alone sales retainerAn integrated sales-with-marketing retainerA workshop modelA project model

Selling Sales Services to Your Clients

True or false? It’s important to engage with the CEO, head of sales, or head of marketing when you’re selling sales services.

TrueFalse

True or false? All of your existing marketing clients are a good fit for sales services.

True — no matter your client’s business, everyone can use sales help.True — after working with a client for one month, you should always pitch sales services.False — start with your existing clients, but look specifically for clients who are already generating leads.False — it’s best not to mix marketing and sales services. Create a separate persona and avoid selling sales services to your existing clients.

True or false? When dealing with sales services, start with activities that won’t directly impact deals.

True — it’s best to start with simple activities that make a sales rep’s life better.True — in fact, you should never provide services that impact deals directly.False — you should always start with activities that impact deals so your client can see results quickly.False — the only way the client’s marketing and sales teams will see positive results is to start with activities that impact deals.

When selling sales services, all of the following are tips to follow EXCEPT:

Create a new persona for sales services clientsTake advantage of the Sales toolsKeep it simpleHave a sales expert on your team

Providing sales services benefits your agency in which of the following ways?

Improves revenue growthImproves client retentionDifferentiates your agencyAll of the above

True or false? With value-based pricing, you generally charge the same rate to all clients, regardless of perceived value.

TrueFalse

Fill in the blank: If your client’s sales reps are struggling to engage prospects and identify helpful content, you should offer _______ services.

CRM servicessales and marketing alignment servicessales enablement servicesAll of the above

When offering sales services that include the Sales tools, what type of clients should you look for?

Clients who use Google Apps or Outlook 365.Clients who are either unhappy with their existing CRM, not using a CRM, or are already using the CRM.Clients who use Marketing Enterprise.A and B.A, B, and C.

In order to qualify whether or not your client is a good fit for sales services, you should evaluate all of the following EXCEPT:

Their technologyTheir sales team structureTheir sales processTheir roleTheir marketing team structure

Fill in the blank: When determining your client’s needs, you should understand whether the need is centered around _____________ .

people, reporting, or alignmentpeople, processes, or systemsprocesses, management, or systemsenablement, people, or systems

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