Fill in the blank. If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________.

QUESTION Fill in the blank. If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________. goal consequence implication timeline The correct answer is: consequence Explanation: We will update later. sincerely thank

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How can you make sure the content you share is relevant to your prospects?

QUESTION How can you make sure the content you share is relevant to your prospects? Make a list of the problems you help your customers solve and map your content to those problems –– then share relevant content. Have physical copies of your company’s content on your desk so you can flip through them during phone calls and find what you’re looking for. Share as much content as possible with each prospect to increase the likelihood of giving them the

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What does it mean to make your outreach “holistic”?

QUESTION What does it mean to make your outreach “holistic”? Working with as many different kinds of people as possible. Trying to solve as many problems as you can for each prospect. Sharing all of the relevant information at the same time instead of sharing a little at a time. Providing the same level of human, helpful service to people at every stage of the life cycle. The correct answer is: Providing the same level of human, helpful service to

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What does it mean to make your outreach “helpful”?

QUESTION What does it mean to make your outreach “helpful”? Telling people how to solve their problems. Telling people what problems they should focus on. Providing people the insight and guidance they need at each step of the buyer’s journey. Explaining things to your prospects as simply as possible. The correct answer is: Providing people the insight and guidance they need at each step of the buyer’s journey. Explanation: We will update later. sincerely thank

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What does it mean to make your outreach “human”?

QUESTION What does it mean to make your outreach “human”? Avoiding automated processes and technology. Making sure your approach is empathetic and personable. Making sure your first meeting with a new prospect happens in-person. Involving as many different people from your company as possible in your relationship with every prospect. The correct answer is: Making sure your approach is empathetic and personable. Explanation: We will update later. sincerely thank

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When should you transition to the explore phase?

QUESTION When should you transition to the explore phase? After you’ve confirmed the buyer’s budget and authority When the buyer answers one of your calls or emails When the buyer confirms they’re interested in discussing a goal or challenge with you As soon as you begin researching the buyer’s context and needs The correct answer is: When the buyer confirms they’re interested in discussing a goal or challenge with you Explanation: We will update later. sincerely thank

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What is a trigger event?

QUESTION What is a trigger event? An action that triggers an automated email from your marketing automation platform. Anything that indicates that you could provide immediate value to someone. An action that indicates a prospect is ready to move from the identify phase to the connect phase. An event that indicates a sales opportunity is about to expire. The correct answer is: Anything that indicates that you could provide immediate value to someone. Explanation: We will update later. sincerely thank

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All of the following might be included in an ideal customer profile EXCEPT:

QUESTION All of the following might be included in an ideal customer profile EXCEPT: Economic factors that make a customer ideal or not ideal Market segments that are ideal or not ideal to sell into Geographic locations that are ideal or not ideal to sell into Goals and challenges an ideal customer needs help with The correct answer is: Goals and challenges an ideal customer needs help with Explanation: We will update later. sincerely thank

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Which of the following is an example of a common connection?

QUESTION Which of the following is an example of a common connection? Your brother-in-law has a friend who could benefit from your offering. A potential buyer lives in the town where you grew up. You meet a good-fit prospect at an industry event. You and a potential buyer went to the same university. The correct answer is: Your brother-in-law has a friend who could benefit from your offering. Explanation: We will update later. sincerely thank

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All of the following are examples of social selling EXCEPT:

QUESTION All of the following are examples of social selling EXCEPT: Reading, sharing, and commenting on blog posts Following and engaging with thought leaders on social media platforms Sharing content from your company and other sources on social media Sending a series of personalized emails to good-fit prospects The correct answer is: Sending a series of personalized emails to good-fit prospects Explanation: We will update later. sincerely thank

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Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?

QUESTION Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do? Respectfully answer their questions, then mark them as “unqualified” in your CRM and don’t spend any more time on them. Treat them the same way you would treat your target persona because there’s a

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How often should you reference yourself in your outreach messages?

QUESTION How often should you reference yourself in your outreach messages? Never. Your messages should be solely about the buyer and their context. As often as necessary to communicate your value proposition. As often as possible. You need to convey your value and expertise to the buyer. No more than half as much as you reference your buyer and their situation. The correct answer is: No more than half as much as you reference your buyer and their situation. Explanation:

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How long should each message in your sequence be?

QUESTION How long should each message in your sequence be? Short. Voicemails should be less than 15 seconds and emails should be less than 200 words. It varies. If you have a lot of relevant information you have to share, your messages will be longer. As long as they need to be to communicate your value proposition. As long as possible. Increasing the amount of information you share increases the likelihood that a lead will engage with you. The correct

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