Opportunity Management

Question 1

what does SEO stand for?

Answer 1

stands for search engine optimization.

Question 2

is the process of testing two different versions of something to see which goes better

Answer 2

A/B testing

Question 3

What does TOFU and BOFU stand for?

Answer 3

stand for top of funnel and bottom of funnel

Question 4

CTA—stands for

Answer 4

call to action, or what you want someone to do

Question 5

Copy—stands for

Answer 5

fancy way of saying the words or text on a website, in an email, and so on

Question 6

What is a common way for marketing to find leads?

Answer 6

events and content marketing

Question 7

How can sales and marketing work together to generate leads?

Answer 7

Sales can empower marketing with the malformation to find the best lead

Question 8

What can you use in SF to preduct the best leads?

Answer 8

salesforce Einstein or pardot

Question 9

provides a default scoring system for online activities such as clicks, visits, form submissions, and so on

Answer 9

Pardot

Question 10

Leads fall into what two categories?

Answer 10

Your prospect’s stats and Your prospect’s actions:

Question 11

Why is it important to prioritize incoming leads?

Answer 11

So sales reps are spending time on those most likely to close

Question 12

How can sales help marketing score leads?

Answer 12

sales uses institutional knowledge to help determine the point value of each scoring factor

Question 13

How can you make the qualification process faster for your reps?

Answer 13

build the process into sf so they dont have to remember what to ask and can quickly store the information.

Question 14

Five Ws of Opportunity Management

Answer 14

what, who, when, where, why

Question 15

Opportunity management is the process you use to guide opportunities through the sales cycle until they close

Answer 15

What

Question 16

The process involves sales reps, sales managers, and basically anyone who wants opportunities to close.

Answer 16

who

Question 17

It kicks in once a lead is qualified and a sales rep converts it to an opportunity. As the old adage goes, an opportunity is “a deal you have the opportunity to close.”

Answer 17

When

Question 18

In Sales Cloud of course! You can set up Salesforce so that it guides your reps through the process and so that managing their opportunities well is a no-brainer.

Answer 18

Where

Question 19

There are a few main reasons why opportunity management matters. 1) It helps your reps take the right steps to close a deal, every time. 2) It gives sales leadership a better view into the pipeline. 3) It keeps deals moving forward toward the close.

Answer 19

Why

Question 20

Which is a benefit of opportunity management?

Answer 20

Sales managers get insight into the pipleine

Question 21

How can you support opportunity management in Salesforce?

Answer 21

give reps gudiance throughout the sales cycle with sales path