WorksheetsEBRating Scenarios
Total questions: 10
Worksheet time: 7mins
Name
Class
Date
1.
You speak with Matthew McMan, VP of IT, who says he delegates web security down to his Security Manager, Robert Dowdy. What EBRating is Matthew?
a)
4
b)
9
c)
2
d)
1
2.
Jill Pearson, Principle, confirms she is the correct POC, but they are not looking at this area right now, she asks that you call back in 3 months. What EBRating is Jill and what steps would you take for other contacts in the company?
a)
Make Jill an EBRating 4 and 10 out all other contacts in the company.
b)
Make Jill an EBRating 5 and 8 out all other contacts in the company.
c)
Make all contacts in the company a 4.
d)
Make Jill an EBRating 5 with a 3 month EBNext Step, 99 out all other contacts in the company.
3.
You are passed by Jon Clark, CEO to Jane Doe, VP of Marketing. When you call Jane, you get her voicemail. What EBRating are they and how long does she stay that rating?
a)
Jane is now a 7 since she didn't answer and will remain a 7 until someone else passes you to her.
b)
Jane is a 4 and will remain a 4 until you speak with her.
c)
Jane is a 5 and will remain a 5 until your next step date is current.
d)
Jane is a 2 and will remain a 2 until you set a lead with her.
4.
You are calling a company in regards to computer equipment. You spoke with Robin Nellis, Chief of Operations, who tells you they don't use any computers and strictly use pen & paper. What EBRating would you make Robin and the other contacts in the company?
a)
Robin is an EBRating 9 and so are the rest of the contacts in the company.
b)
10 out Robin and the rest of the contacts in the company.
5.
True or False - A 4 can be someone you have spoken with.
a)
True
b)
False
6.
You speak with Jennifer Aniston, CEO, who is interested in a meeting but doesn't have her calendar in front of her. You already gathered all of the qualifying and discovery info you need for the call. She asks that you call back tomorrow to schedule a date/time. EBRating?
a)
0
b)
2
c)
1
d)
4
7.
The prospect you set a meeting was a no-show for the meeting you set. What EBRating are they?
a)
Remain a 0
b)
5
c)
1
d)
2
8.
You follow up with a 5 and leave a VME, in the notes it indicates you were passed to this person as the POC but they didn't have any interest when you spoke with them last. What EBRating are they now?
a)
5
b)
4
c)
2
d)
7
9.
What EBRating would you make a 5 or 6 when it's time to follow back up with them?
a)
7
b)
Either a 2 or 7, depending on the previous notes.
c)
2
d)
4
10.
You speak with Matt Webber, Chief Marketing Officer, who confirms he is the correct POC. They aren't looking at this area right now but he asks that you send information to review and follow up next week. What EBRating would you make Matt?
a)
4
b)
5
c)
2
d)
1
100 %
