Lesson 3: Sales Cycle & Roles

Question 1

What is a sales cycle?

Answer 1

Its a framework that helps in managing & analyzing the process of converting leads into loyal customers

Question 2

What are the steps in the sales cycle?

Answer 2

1. Qualify leads
2. Discover their needs
3. Present a solution
4. Negotiate & close
5. Building the relationship

Question 3

Qualify Leads

Answer 3

Assess potential customer’s needs & purchasing ability

Question 4

What does it mean to discover their needs

Answer 4

Understand their specific problem that the product can solve

Question 4

Present a solution

Answer 4

Tailor / tell how the product/ service can solve their needs

Question 5

Negotiate & close

Answer 5

Address product/ tech objections, agree on terms & finalize the deal

Question 5

Building the relationship

Answer 5

Make sure customers are satisfied to build long-lasting connections for the future

Question 6

What is the Importance in sales process?

Answer 6

1. Strategic alignment
2. Efficiency
3. Effectiveness
4. Measurement

Question 7

Strategic alignment

Answer 7

Align sales activities with customer buying processes

Question 8

Efficiency

Answer 8

Focuses on leads likely to convert

Question 9

Effectiveness

Answer 9

Customizes sales pitches & demonstrations

Question 10

Measurement & Improvement

Answer 10

Evaluates & optimizes sales performance

Question 11

What are some key things to know when qualifiying leads?

Answer 11

1. Budget (can they afford it)
2. Authoriative buyer (are speaking to someone with purchasing power)
3. Need (need for the product/service)
4. Timing (do they need it right now)

Question 12

What does BANT stand for ?

Answer 12

Budget, Authority, Need, Timing

Question 13

Sales engineer are usually involved in ______________ & ______________ process of the sale cycles

Answer 13

“Discover needs” & “Present a solution”

Question 14

When discovering their needs should be asking ___________

Answer 14

good/impactful questions (questionm that can make them realize problems they didnt even know they had (probe them)

Question 15

How do you qualify a lead (besides using BANT)

Answer 15

1. identify the target market
2. Determine specific needs & pain points
3. Asses budget & decision-making authority
4. Filter & prioritize high-potential leads

Question 16

How do you discover their needs?

Answer 16

1. Engage with customer through effective communication (actively listening)
2. Ask probing questions to uncover hidden needs
3. Listen actively & empathize with customer challenges
4. Align product/ service offerings to those specific needs

(The questions you ask are always more important than what you have to say)

Question 17

How do you present a solution? (Our main role)

Answer 17

1. Customize solution based on identified customer needs
2. Highlight key benefits & features that addresses specific problems or desires
3. Utilize demos to illustrate the solution
4. Address potential objections or concerns proactively

(Know how handle technical objections (know where to get the answers, from blog, ppl, etc)

Question 18

How do you negotiate & close (our work leads to this)

Answer 18

1. Address & overcome any remaining objections or concerns
2. Negotiate terms, including price, delivery, & support
3. Summarize the solution & value offered
4. Gain commitment & close the deal with clear next steps

Question 19

How do you build relationships? (customer success group)

Answer 19

1. Provide exceptional post-sale support & service
2. Monitor customer satifications & address any concerns promptly
3. Engage regularly through follow-ups, feedbacks, updates

Question 20

What is the abbreviation used to qualify leads?

Answer 20

BANT (what does it mean?)

Question 21

What are the criteria for increases lead scoring? (if a prospect is high potential or low to convert)

Answer 21

1. Opened an email from you
2. Requested information
3. Visited your website

Question 22

What are the criteria for decreases lead scoring?

Answer 22

1. Didn’t open email from you
2. Has not heard of your company or product
3. Not having challenge that your product addresses

Question 23

Some questions in lead scoring hold more weight than other, give an example

Answer 23

Like it doesn't matter if they opened an email from you if they dont have the problems your product solves

Question 24

What are characteristics of a cold lead?

Answer 24

1. Doesn't know your business 2. Doesn't ask to be contacted 3. Isn't likely to make a purchase

Question 25

What are characteristic of a warm lead?

Answer 25

1. Already knows your business 2. Has expresses interest 3. Is more likely to make a purchase

Question 26

What is the role of your business development representative (BDR)?

Answer 26

Outbound lead prospecting

Question 27

What are the role of your sales development representative (SDR)?

Answer 27

Inbound lead qualification

Question 28

What are BDR specific functions/jobs roles?

Answer 28

1. Identify business opportunities 2. Brainstorm on how to find new leads 3. Come up with creative ways to find leads 4. Turn cold leads into warm leads 5. Create new relationships

Question 29

What are the roles of an SE?

Answer 29

1. Technical expertise (acts as the technical expert sales solution) 2. Demonstrations (conducts tailored products demonstrations) 3. Solution design (crafts solutions based on customer requirements) 4. Technical objections (Addresses & resolves customer concerns)

Question 30

What should you say when you don't know an answer to a question?

Answer 30

Say something like "Thats a great question, I dont want to give you the wrong answer, so at the end of this call, I'll follow up with my AE (or whoever it is) & I'll send you an email with a response to your question"

Question 31

What are the role of an SE related to collaborations & relationship building?

Answer 31

1. Synergy with sales teams 2. Communication with product teams 3. Building trust with customers

Question 32

Synergy with sales teams

Answer 32

Working closely with sales representations to ensure aligned objectives

Question 33

Communication with product teams

Answer 33

Liaising with internal teams for product information & support

Question 34

Building trust with customers

Answer 34

Fostering long-term relationship through trust & credibility

Question 35

What are the different sales strategies?

Answer 35

1. Understanding customer needs 2. Building relationships 3. Solution selling 4. Upselling & cross-selling

Question 36

Understanding customer needs

Answer 36

1. Focus on identifying & understanding customer needs to provide tailored solutions 2. Technique: Active listening, asking open-ended questions & empathy

Question 37

Building Relationships

Answer 37

1. Long term success depends on strong relationships with consumers 2. Techniques: Regular communicates, follow ups & personalized service

Question 38

Solution selling

Answer 38

1. Aligning products/services to solve specific customer problems 2. Technique: Identifying pain points, proposing tailored solutions, demonstrating ROI

Question 39

Upselling & Cross-Selling

Answer 39

1. Introducing additional products/ service that complements what the customer already has 2. Techniques: Highlighting the benefits & showing how they fit into the customer's existing ecosystem