Core B2B sales knowledge for new SDRs, BDRs and account executives: the sales process, prospecting, qualification frameworks, discovery methods, objection handling, negotiation and sales metrics.
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How a B2B deal moves from lead to signed contract, who on a sales team does what, and the people on the buying side you need to know.
44 total questions
Card #1
Sales pipeline
Card #2
Sales cycle
Card #3
Lead
1. At a manufacturing company, the CFO controls the budget for your software and has the final say on whether the contract is signed. In the buying group, the CFO is the:
2. An operations manager likes your product, tells you how decisions get made internally and argues for you in meetings you can't attend. She is your:
3. The VP of Sales has an executive assistant who screens every call and decides which vendors get time on his calendar. The assistant is acting as the:
1. Selling an existing customer a different product that complements the one they already use is called a ___.
Hint: Not the same as an upsell
2. A deal should move to the next pipeline stage only when it meets that stage's ___ criteria, such as a booked demo or a confirmed budget.
Hint: The conditions for leaving a stage
3. When a customer signs up again at the end of their contract term, the deal is called a ___.
Hint: Same customer, new term
