Unit 24

Which of the following terms describes a prospect?

• Potential client

• Existing customer

• Sales objections

• New supplier

Which of the following factors helps determine healthy pipeline; leads to investment decisions; identifies employees/customers over/under performing; indicates quality of pipeline and yields predictions?

• Historic Data

• Inflation

• Competition

• Business needs

Which of these factors help determine healthy pipeline; leads to investment decisions and yields predictions?

• Historic Data

• Inflation

• Competition

• Business needs

Which of the following is an effective solution to the problems associated with pipeline performance?

• Identify where you are going off track

• Prioritizing upcoming doctors’ appointments

• Visualizing your current quota

• Deciding whether or not to come to work

What is the purpose of your lead validation team?

• Separate qualified leads from unqualified lead

• Confirm previously gathered leads

• Save your sales team time.

• All of the above.

In sales pipe line what is the most important step on the opportunity lead scoring best practices?

• Creating detailed buyer profiles

• Having a clear distinction between intent and interest.

• Confirming that you're speaking to the buyer.

• All of the above.

If you improve your pipeline execution, you can win more deals.

• True

• False

Which of the following would be the most effective question to ask a prospect specifically relating to pipeline inflow?

• Do you know how many reps are hitting quota?

• How many reps are you hiring per month?

• Do you know how much pipeline is required to hit your number?

• How has Salesforce been working for you?

Having more reliable results is an outcome of effective pipeline management?

• True

• False

Select the most accurate definition of pipeline management.

• Pipeline management is focused on the deals you're trying to win next year. If you don't game plan to win next year, you are at risk of missing important 3 year targets.

• Pipeline management is focused on the deals you were trying to win last quarter. If you don't understand what opportunities you could have won, you are at risk to have a lower commission check.

• Pipeline management is focused on the deals you're trying to win right now. If you don't execute on the opportunity you have in your pipeline right now, you're at risk to miss your number or leave money on the table.

• Pipeline Management is focused on accurately forecasting your sales numbers to the board of directors. If you don't forecast accurately, your pipeline will fall apart.