B2B Sales marketing

What is the acronym ABM stand for in the business or marketing context?

• Account-Based Marketing

• Automated Business Management

• Advanced Business Metrics

• Adaptive Brand Messaging

What is the process of ensuring that sales and marketing teams have a shared vision, strategy, goals, and metrics called?

• Alignment

• Integration

• Collaboration

• Coordination

What is the benefit of using a value proposition in value-based selling?

• It highlights the benefits, advantages, and differentiation of the products or services from competitors

• It provides a clear and concise summary of the products or services features and functions

• It describes the process and timeline of delivering the products or services to the customers

• It lists the price and payment options of the products or services for the customers

What is the metric called customer lifetime value (CLV) used for in analyzing portfolio of relationships?

• To estimate the total revenue that a customer will generate over their entire relationship with an organization

• To measure the degree of satisfaction, loyalty, and advocacy that a customer has for an organization

• To evaluate the alignment, compatibility, and synergy that a customer has with an organization's products, services, values, and goals

• To assess the likelihood, impact, and severity of losing or damaging a customer account due to internal or external factors

What is the technique called evidence-based selling used for in value-based selling?

• To use data, facts, testimonials, and case studies to support claims and build trust with customers

• To use stories, examples, metaphors, and analogies to convey emotion and tell stories to customers

• To use questions, objections, challenges, and feedback to engage and persuade customers

• To use discounts, guarantees, incentives, and urgency to motivate and close customers

What is the factor called customer fit used for in analyzing portfolio of relationships?

• To measure the profitability, revenue, and growth potential of each customer account

• To assess the degree of satisfaction, loyalty, and advocacy of each customer account

• To evaluate the alignment, compatibility, and synergy of each customer account with an organization's products, services, values, and goals

• To estimate the likelihood, impact, and severity of losing or damaging each customer account due to internal or external factors

What is the strategy called key account management (KAM) used for in B2B marketing?

• To identify, target, and nurture key accounts that have high value, satisfaction, fit, and low risk for an organization.

• To segment and target customers based on their industry, company size, job title, location, purchase history, and more.

• To communicate directly with potential or existing customers through various channels and methods, such as email, direct mail, telemarketing, webinars, and social media.

• To create awareness, interest, and demand for the products or services by using online advertising, social media, webinars, white papers, and referrals.