Which element should a sales representative understand to determine if a sale quota is attainable?

How can a sales representative best identify a customer's challenges and initiatives?

A sales representative is strategizing on how to most effectively communicate with

a key prospect.

Which approach should they take?

A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.

What is the first step to building trust with these stakeholders?

After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk.

Which customer role should the sales rep meet with to address the concerns?

A company is struggling to acquire new customers. After careful analysis, it realizes its value proposition is not resonating with potential customers, so it develops a new value proposition.

Which metric should the company use to track the effectiveness of the new value proposition?

A sales representative delivers a proposal and is checking in with the prospect on the perceived value and alignment.

At which stage are they in the sales process?

A sales representative is assigned to high-value prospects.

What can the sales rep do to gain their interest?

After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.

How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.

Which closure practice should the sales rep use to gain a commitment with this prospect?

How should a sales representative use a client profile during the sales process?

In the context of deal management, why is it important for a sales representative to earn a deeper level of trust and access to decision makers within the customer's organization?

Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives' territory plans will be successful.

Which activity should UC and its sales reps review mid-year to ensure success?

A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month.

How does tracking this help the sales rep manage risk?

A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer.

What should the sales rep use to build their business case?

A sales representative is preparing a presentation to showcase the value proposition of their solution to a prospect.

What should be the main objective of this presentation?

What is the desired outcome of an upsell proposal?

What is the primary benefit of team selling at a key account?

When assigned a new sales territory, what is the first step to prioritizing selling efforts?

A sales representative is given an objection and shows respect for the customer's opinion.

What level of listening is the sales rep leveraging?

A sales representative works at a heavily siloed company and is unable to gather insights for renewals.

How should the sales rep improve data integrity in the pipeline working across silos?

A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.

Which type of close was chosen?

A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.

What should the sales rep do to uncover why the customer is delaying the decision?

A sales representative is negotiating with a customer to renew their agreement. Historically, the customer has been unwilling to purchase additional products due to cost concerns.

Which type of strategy should the sales rep use?

What is an important consideration for a sales representative as they create a sales proposal?

A sales representative is approached by a prospect who is having difficulty managing their customer data effectively and is struggling to track sales activity and customer interactions.

Which first step should the sales rep take to define the scope of a solution for the prospect?

How can a sales rep use whiteboarding while exploring a customer's business challenges?

How should a sales representative identify and generate new additions to the pipeline?

A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue.

What is the best course of action in this scenario?

A sales representative is trying to engage a prospect who is unresponsive to cold calls.

Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

What should the sales rep focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements?

A sales representative plans to attend a large industry conference.

How can the sales rep ensure the largest return on investment for attending the conference?

A forecast is based on the rollup of a set of opportunities.

What are three dimensions in a forecast rollup?

A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.

Which session type should the sales rep hold with the prospect?