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SDR Flashcards

1
Q

Which sentence is incorrect?

why * I have no further questions to ask.
* I should of done my homework last night.
* The storm is moving farther away from us.
* I could have gotten a better grade if I had studied

A

I should of done my homework last night.

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2
Q

What’s the best prospecting technique?

  • Cold call
  • Email
  • Social
  • A balance of many different techniques
A
  • A balance of many different techniques
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3
Q

Which sales data software is the most widely used?

  • D&B Hoovers
  • Seamless.ai
  • LeadIQ
  • ZoomInfo
A
  • ZoomInfo
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4
Q

What is a value proposition?

  • A clear statement of the tangible results a customer gets from using your productsor services
  • A quick statement about the success of your company
  • An intelligent question to figure out if they have a need for your products or services
  • A concise statement about the history of your company
A
  • A clear statement of the tangible results a customer gets from using your productsor services
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5
Q

How would you respond to the objection: I’m not the right person?

  • Connect me to the right person then.
  • Do you know who the right person is?
  • OK. Thank you. Goodbye.
  • That sucks. I never get the right person.
A
  • Do you know who the right person is?
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6
Q

Words that join phrases and clauses into a sentence, such as or, and, bu

  • conjunctions
  • prepositions
  • articles
  • interjections
A

conjunctions

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7
Q

The plural of party is .

A

parties

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8
Q

The plural of box is .

A

boxes

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9
Q

What is a C-Level executive?

  • The CEO is the only C-Level executive.
  • Someone who is an investor in a company.
  • Someone on the board of directors.
  • The highest level of executives who run the operations of a company.
A
  • The highest level of executives who run the operations of a company.
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10
Q

What’s an Influencer?

  • Someone who makes the decision about a purchase.
  • Someone who influences the decision of a purchase.
  • Someone who influences salespeople.
  • Someone who salespeople dislike.
A
  • Someone who influences the decision of a purchase.
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11
Q

A word that shows the action being taken is a:

  • adjective
  • adverb
  • noun
  • verb
A
  • verb
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12
Q

When should you argue with someone?

  • When you know you can win
  • When you know they are wrong
  • When it’s an important matter
  • Never because you can’t win
A
  • Never because you can’t win
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13
Q

What’s the best definition for a sales cadence?

  • A cadence is the stages you take a prospect through from start to close
  • A cadence is the sequence of activities you perform in order to make contact with a prospect
  • A cadence is the activities you perform in randomized order to make contact with a prospect
  • A cadence is a framework you use for asking questions in a sales meeting
A
  • A cadence is the sequence of activities you perform in order to make contact with a prospect
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14
Q

What is a hypothesis of need?

  • What you hypothesize the other person knows about your company.
  • What you hypothesize their problem is that your product or service can solve.
  • What they hypothesize about why you are contacting them and what you need.
  • You hypothesize about what they need to get done that day and when you should contact them.
A
  • What you hypothesize their problem is that your product or service can solve.
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15
Q

Who are you calling with your direct cold call outreach?

  • Someone above or horizontal to your ideal buyer persona
  • Someone below your ideal buyer persona
  • Someone who is your ideal buyer persona
  • All of the above
A
  • Someone who is your ideal buyer persona
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16
Q

The plural of child is .

A

children

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17
Q

What’s an Ideal Customer Profile?

  • It’s the ideal person at the company you’re targeting.
  • It’s the ideal company you’re targeting.
  • It’s a person at a company who’s already doing business with you.
  • It’s the person at a company who loves what you’re doing so much they’re willing to sell it internally to the rest of their team.
A
  • It’s the ideal company you’re targeting.
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18
Q

What’s the correct order you should use BANT as a salesperson for a disc

  • Budget – Authority – Need – Timing
  • Need – Authority – Timing – Budget
  • Budget – Need – Authority – Timing
  • Need – Budget – Authority – Timing
A
  • Need – Authority – Timing – Budget
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19
Q

What’s a buyer persona?

It’s the ideal person at the company you’re targeting.
It’s the ideal company you’re targeting.
* It’s a person at a company who’s already doing business with you.
* It’s the person at a company who loves what you’re doing so much they’re willing to sell it internally to the rest of their team.

A

It’s the ideal person at the company you’re targeting.

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20
Q

You can make more friends in two months by ______ .

  • trying to get them interested in you
  • showing them how cool of a person you are
  • becoming interested in them
  • getting them to try your hobbies
A
  • becoming interested in them
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21
Q

Which of the following sentences use ‘a’ or ‘an’ incorrectly?

  • Josh is an amazing writer.
  • Susan went to the store to buy a iPhone.
  • George is going to write an opinion piece for the newspaper.
  • All the sentences use ‘a’ and ‘an’ correctly
A
  • Susan went to the store to buy a iPhone.
22
Q

What’s your ultimate goal at the end of a discovery call?

  • Get them to purchase your products or services.
  • Get them to tell you who the decision maker is.
  • Determine if they are qualified to buy your products or services.
  • Schedule a time on the calendar with the Account Executive if they are qualified to purchase
A
  • Schedule a time on the calendar with the Account Executive if they are qualified to purchase
23
Q

What shouldn’t you do when talking to a gatekeeper?

  • Talk to them about their job.
  • Lie to them to get directed to the correct contact.
  • Make them feel like you’re familiar with the company.
  • Call the gatekeeper by their name.
A
  • Lie to them to get directed to the correct contact.
24
Q

Why do salespeople use a CRM system instead of a spreadsheet or piece of

  • You don’t need to use a CRM as a salesperson. Some people are just inexperienced at using a legal pad.
  • A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched.
  • A CRM system helps salespeople execute their cadence with automation.
  • A CRM system gives salespeople data about their prospective contacts.
A
  • A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched.
25
Q

Where will you be using SPIN the most as an SDR?

Research
Outreach
Discovery
All of the above

A

Discovery

26
Q

A word that is a person, place, or thing is a:

  • adjective
  • adverb
  • noun
  • verb
A

noun

27
Q

The plural of photo is .

A

photos

28
Q

At what point in the sales cycle does prospecting end and becomes a sale

  • Prospecting ends when the prospect purchases the product or service
  • Prospecting ends once you’ve built your list based on your ICP & buyer personas.
  • Prospecting ends once you have a SQL setup with the AE
  • Prospecting ends once you reach out to a prospect and they reply
A
  • Prospecting ends once you have a SQL setup with the AE
29
Q

Why do you need a sales cadence as a salesperson?

  • You don’t need a sales cadence since phone is the best channel for reaching prospects.
  • You need a cadence since you can’t call someone and send them an email without one.
  • You need a cadence since it’s very difficult to reach out to a large number of prospects using multiple channels in a consistent manner that can be tracked.
  • You need a cadence since you are an inexperienced salesperson and can’t remember how to best reach out to prospects.
A
  • You need a cadence since it’s very difficult to reach out to a large number of prospects using multiple channels in a consistent manner that can be tracked.
30
Q

What is the difference between a prospect and a lead?

  • Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to.
  • A prospect is someone who already bought your product or service.
  • A lead is someone who already bought your product or service.
  • Prospects are worth less money than leads.
A
  • Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to.
31
Q

Why do salespeople use sales engagement software?

  • Salespeople normally don’t use sales engagement software since they are only for new inexperienced salespeople.
  • A sales engagement system helps organize your contacts, companies, and all of the information associated with them so they can be easily searched.
  • A sales engagement system helps salespeople execute their cadence with automation.
  • A sales engagement system gives salespeople data about their prospective contacts.
A
  • A sales engagement system helps salespeople execute their cadence with automation.
32
Q

Which sentence is incomplete?

  • Donkeys bray.
  • Singing in the rain.
  • I went swimming.
  • All the sentences are incomplete.
A
  • Singing in the rain.
33
Q

The plural of wolf is .

A

wolves

34
Q

How should you open a discovery call?

  • Tell me about your company.
  • Dig right into the problem since they don’t like salespeople who waste time.
  • Set the expectations for the call.
  • Make small talk about the weather.
A
  • Set the expectations for the call.
35
Q

Why does a sales cycle create a funnel?

  • Because there are multiple stages to a sales cycle.
  • Because salespeople are bad at selling and can’t close their prospects.
  • Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage.
A
  • Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage.
36
Q

What the correct difference between a B2C and B2B sales cycle?

  • B2C sales cycles are usually longer
  • B2B sales cycles usually are for less overall money, especially for ARR contracts.
  • B2B sales cycles are less risky for the buyer.
  • B2C sales cycles usually have less people involved in the decision.
A
  • B2C sales cycles usually have less people involved in the decision.
37
Q

How do you predict your performance as a salesperson?

  • By logically thinking about how good you are as a salesperson and making an educated guess
  • By measuring how much activity you are putting into your prospecting
  • By measuring what your conversion rate it between the stages of your prospecting
  • By measuring both your activity and conversion rates using the formula E+E=P
A
  • By measuring both your activity and conversion rates using the formula E+E=P
38
Q

What’s a SQL?

  • A customer who is qualified to continue buying from your company.
  • A prospect who isn’t qualified to buy your product or service.
  • A prospect who is qualified to buy your product or service.
  • A customer who is angry at a salesperson.
A
  • A prospect who is qualified to buy your product or service.
39
Q

In the research phase of the sales cycle, there are 4 distinct steps you

What are those 4 steps in order?

A
  • Find ICP
  • Find BP
  • Find Contact Info
  • Find relevant info for personalization
40
Q

What is a sales data platform used for?

A

To provide salespeople research tools:
* to find prospects,
* develop (ICP)
* create (BP),
* research company history,
* post relevant events,
* average salaries,
* departmental budgets,
* quarterly & annual sales,
* projected earning.

41
Q

Please describe your biggest takeaway from How to Win Friends and Influence People and how it relates to being successful as an SDR.

A

My biggest takeaway from How To Win Friends and Influence People is to “Never Argue Because there is no winning”.
This relates to being a successful SDR because it focuses on turning prospects into customers by asking questions to
discover their situation, problem, implication and need for a solution.
This does not require my being ‘right’ or talking about me. It requires realizing I’ll Win Friends and Influence people by getting people to talk about themselves.

42
Q

Which of the following sentences are incomplete?

A. Sarah cried.
B. Gl

  • A, B, C, and D
  • C and D
  • C
  • D
A

C. Into the woods

43
Q

Please describe what SPIN stands for along with exactly where in the sales cycle it’s used and why.

A

SPIN =
Situation (the customer’s situation),
Problem (the causes my solution can resolve),
Implication (effects if the problem continues),
Need (Why my solution is of value)

  • In the sales cycle it is used in Discovery to ask qualifying questions and clarify if the customer matches my service or product.
44
Q

In detail, please describe the main differences between a sales cadence and a sales cycle

A

Sales cadence - the framework for initiating communication with a sales prospect.

**Sales cycle **- the process (start to end) of transforming a prospect into a customer and obtaining a financial commitment

45
Q

Which part of BANT is the most important and why?

A

BANT stands for: Budget, Authority, Need, Timing:
Because Investigation is the most important part of the sales cycle, NEED is the most important part of of BANT.

Without ‘Need’, Budget, Authority, and Timing are irrelevant.

46
Q

Please describe what an organization structure is, how it’s used as an SDR, and all of the titles in order from the very top to the very bottom of a large org structure.

A

A system outlining how certain activities are directed to achieve the goals of an organization. These activities can include rules, roles, and responsibilities:.

  • Gives titles to eimployees based on hierarchy.
  • Defines employees **job **and responsibilities.
  • Defines employees decision-making ability/information.

It is used by an SDR in research prospects, create ICPs, BPs, search for contact info. ex: emails, phone numbers),
identify business earnings.

Board of Director
CEO
Preidents
Vice Presidents
Directors
Managers
ICs

47
Q

In detail, please describe the difference between a CRM and a Sales Engagement platform

A

**CRM **- Organizes ICP, Buyer Profiles, contact lists, company lists, customer prospects.
Sales Engagement platform - salespeople use it to consistently implement sales methods, track cadence, process soft contacts (Email, call, LinkedIn, Video), track sales projections,and manage customer relationships.

48
Q

Can you please describe what SPIN selling is and how you would use it?

A

SPIN-selling is a Sales methodology used to organize contacts with customers to help the buyer define their ‘Implied Needs and turn them into ‘Explicit Desires’.

As an SDR, I would use it during Discovery to ask questions from 4 categories:
Situation - Defining the current environment
Problem - Discovering pain points in the environment
Implication - Consequences if pain points unresolved
Need - My product or service resolving the problem.

49
Q

Why do you want to work in sales development and how do you think your background will set you up for success?

A

S- I have always had a background working with people which improved my communication skills. My last job was as a Customer Success Engineer.
**T **- My job was to identify solutions between customers and developers through communication. This involved identifying stakeholders, asking the right questions and listening to the right answers.
**A **- When I realized these skills transferred to Inside Sales, I heard about Course Careers, and spent the last couple of months learning everything required to be a successful SDR.
R- I learned eveything from researching prospects, Cold-Call and Emailing to setting up qualified meetings.

  • I’m curious what made you want to work in sales originally?

Situation - Task - Action - Result

49
Q

Write an initial prospecting email with the goal of setting up a meeting

The Situation: SalesAccel is a company you work for that sells phone dialer software to SDR teams.

This software allows SDRs to call multiple people at once making it faster for them to get in touch with their prospects.

The SalesAccel dialer has proven to allow SDRs to make three times the number of calls each day resulting in three times the number of answers by prospects, and

an average of a 2,000% ROI by sales teams who purchase the SalesAccel software.

(ICP) Target Company: DinoJet is a 200-person company with a 10 person SDR team that is growing very quickly and looking to double its SDR team this year.
(BP) **Buyer Persona: **Anna Holdren just got promoted to the VP of sales last week at DinoJet and is in charge of the entire SDR org.

A

Subject: How SDRs Increase Prospects & Close More Sales?

Hi Anna,
Congratulations on your promotion to Dinojet VP of Sales. We know your SDR team has great skills but limited by time and resources to contact more prospects for answers daily

Our tool calls multiple people at once; allowing SDRs to get in touch with more of their prospects faster.

It’s been proven SalesAccel made three times the number of daily calls, resulting in three times the number of answers by prospects, creating an average 2000% ROI; giving SDRs more time to do what they do best – “Closing deals.”

Would you be willing to do a brief 10-minute call on Tuesday at 2:30pm? if you have a better day/time, please let me know and I will make arraangements.

50
Q

Please list the main CRMs on the market, sales engagement platforms on the market, and sales data platforms in categories.

A

CRMs: Salesforce CRM, Hubspot CRM
Sales Engagment platforms: Salesloft, Hubspot Sales
Sales Data platforms: LinkedIn Sales Navigator, Apollio.io Sales Data

Technology Sales (1 decks)

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