Sales Enablement

Sales Enablement

Sales Enablement

Questions:

1 . How does sales enablement help businesses use the change in power dynamics between buyers and sellers to their advantage?

2 . Why is inbound an important part of a good sales enablement strategy?

3 . What is sales enablement?

4 . Which of the following is NOT part of a sales enablement strategy?

5 . What’s the difference between a vision and a goal?

6 . True or false? You need a vision or goals but not both.

7 . A vision should be all of the following EXCEPT:

8 . True or false? Marketing and sales should have separate revenue goals.

9 . It is important to translate your vision into a revenue goal for all of the following reasons EXCEPT:

10 . What is an ideal customer profile?

11 . What is a hand raiser?

12 . If you find yourself with a lot of poor-fit leads, all of the following are good ways to solve this problem EXCEPT:

13 . What should you do with the leads in box 2?

14 . What should you do with the leads in box 3?

15 . Which of the following BEST describes a sales and marketing service-level agreement (SLA)?

16 . Which of the following is NOT a benefit of implementing a sales and marketing service-level agreement (SLA)?

17 . What does a sales and marketing service-level agreement (SLA) require marketing to do?

18 . Evaluate this SLA: Marketing will generate 2,000 qualified leads each month, and sales will contact each lead as soon as possible.

19 . Evaluate this SLA: Marketing will generate 50 leads each month.

20 . Evaluate this SLA: Marketing will generate five qualified leads each month, and sales will contact each of them within 12 hours.

21 . If your service-level agreement requires your marketing team to produce more leads than they normally do, what is the FIRST thing you should do?

22 . What is a judicial branch?

23 . True or false? The judicial branch must be more than one person.

24 . After you explain the concept of a judicial branch to your CEO, she says, “Great! I’ll have the sales leadership team make that part of their monthly meeting.” How do you respond?

25 . If the leads your marketing team produces are consistently low quality, which of the following is the BEST way to improve your lead quality?

26 . True or false? Contacting new leads within five minutes is better than contacting them within 24 hours.

27 . What is the difference between work groups and teams?

28 . What is the purpose of smarketing meetings?

29 . True or false? Executive leaders should attend smarketing meetings.

30 . Which of the following is the BEST way to ensure your smarketing meetings have a high level of psychological safety?

31 . Why should defining your target buyer be part of your sales enablement strategy?

32 . True or false? Personas can change over time.

33 . When you ask your customers about their goals and challenges, what are you trying to figure out?

34 . When asking a customer about their shopping preferences, you want to learn all of the following EXCEPT:

35 . How many customers do you need to interview in order to develop a high-quality buyer persona?

36 . Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer’s _____.

37 . Karen just got home late from work and her kids are hungry. Which of the following BEST describes her job to be done?

38 . Which of the following is a benefit of using Jobs to Be Done?

39 . Which of the following BEST describes the difference between persona interviews and Jobs to Be Done interviews?

40 . Which of the following is the BEST way to uncover the job that people hire your product to do?

41 . Which of the following best describes the relationship between the interview process for identifying Jobs To Be Done and the interview process for understanding personas?

42 . Which of the following is NOT an element of a hero statement?

43 . Evaluate this hero statement: Jepsonite Security Systems is a hero to first-time homeowners who are in the market for a security system.

44 . Evaluate this hero statement: Groundskeeper, Inc. is a hero to property managers at mid-size property management firms who need to outsource their landscaping so they can focus their attention on taking care of their tenants.

45 . Evaluate this hero statement: Super Veggie Juice Co. is a hero to people who want to eat healthy but don’t have the time to cook and eat vegetables.

46 . How quickly should a member of your sales team be able to find a relevant piece of content to share with one of their leads?

47 . What should the content your sales team uses during the sales process do?

48 . Fill in the blank: _____ is the glue that holds sales and marketing teams together.

49 . What's the sales team's role in content creation?

50 . You tell your executive team that your company should have a content manager, and they ask, “Can’t someone take that on as a side project?” How should you respond?

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