1 .
Which of the following is true?
2 .
Which two groups of people does the frictionless selling framework try to provide a more convenient experience for?
3 .
True or false? Generally speaking, business-to-business sales teams are better at providing a convenient experience for their customers than sales teams who sell directly to consumers.
4 .
If you already have a sales framework in place, and you decide to implement the frictionless selling framework, what will the relationship of those two frameworks be?
5 .
When you think about your sales organization as a flywheel, which of the following is the best goal to have?
6 .
Which of the following is an example of force?
7 .
Which of the following is an example of friction?
8 .
True or false? Most sales organizations are doing everything they can to apply force to their flywheel.
9 .
True or false? Most sales organizations are doing everything they can to remove friction from their flywheel.
10 .
What are the phases of the frictionless selling framework?
11 .
What is the relationship between the three phases of the frictionless selling framework?
12 .
Fill in the blank: The purpose of the enable phase is to enable your team to ______.
13 .
What metrics are most important during the enable phase?
14 .
Fill in the blank: The purpose of the align phase is to align your team with ______.
15 .
What metrics are most important during the align phase?
16 .
Fill in the blank: The purpose of the transform phase is to transform ______.
17 .
Which of the following is the most important responsibility of sales managers?
18 .
What metrics are most important during the transform phase?
19 .
On average, how much of a salesperson’s day is spent selling?
20 .
True or false? Your sales team should only be doing things that provide value to your leads.
21 .
What two activities should you focus on during the enable phase of the frictionless selling framework?
22 .
True or false? Some tasks that can be automated should still be done manually to ensure your salespeople have full control and ownership over them.
23 .
Which of the following is an attribute of a sales team that is well aligned with their buyer?
24 .
Which of the following is an attribute of a sales team that has a culture of learning?
25 .
Which phase of the frictionless selling framework does automatic email logging help with?
26 .
Which phase of the frictionless selling framework do email templates and sequences help with?
27 .
True or false? The majority of buyers consider salespeople trustworthy.
28 .
What are the stages of the buyer’s journey?
29 .
During the awareness stage of the buyer’s journey, what is the buyer becoming aware of?
30 .
During the consideration stage of the buyer’s journey, what is the buyer considering?
31 .
When in the buyer’s journey should you try to connect with a buyer?
32 .
Which phase of an inbound sales strategy would lead intelligence, lead prioritization, and contact timeline most help with?
33 .
In which phase of an inbound sales strategy would a salesperson help their leads decide on the best path forward?
34 .
In which phase of an inbound sales strategy would a salesperson use a lead qualification framework to discover the buyer’s needs?
35 .
Which phase of an inbound sales strategy would email, calling, live chat, and the meetings tool most help with?
36 .
Which of the following is the best agenda for a sales meeting?
37 .
True or false? Every sales presentation should be personalized for the people you’re presenting it to.
38 .
Which of the following is true of most sales organizations?
39 .
True or false? Having reliable sales data is required to create an effective coaching program.
40 .
What are the steps of the GROW coaching technique?
41 .
During the Goal step of GROW coaching, what is your role as coach?
42 .
During the Reality step of GROW coaching, what is your role as coach?
43 .
During the Options step of GROW coaching, what is your role as coach?
44 .
During the Way Forward step of GROW coaching, what is your role as coach?
45 .
True or false? When you coach a salesperson, you should spend more time listening than talking.
46 .
Which of the following is a benefit of GROW coaching?
47 .
True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.
48 .
How can a film review be used as part of a coaching strategy?
49 .
How can pipeline meetings be a coaching opportunity?
50 .
What is a salesperson’s role in executing an inbound strategy?