Sales Enablement Certification
- What is a hand raiser?
- What should the content your sales team uses during the sales process do?
- What should your sales team do with marketing qualified leads?
- Which of the following is the BEST explanation of what it means to help your customers “fire” their old solution?
- If your service-level agreement provides your sales team with more leads than they can handle, what’s the FIRST thing you should do?
- Evaluate this hero statement: Super Veggie Juice Co. is a hero to people who want to eat healthy but don’t have the time to cook and eat vegetables.
- Which of the following is an example of a core system?
- Evaluate this hero statement: Groundskeeper, Inc. is a hero to property managers at mid-size property management firms who need to outsource their landscaping so they can focus their attention on taking care of their tenants.
- Fill in the blank: ___ is the glue that holds sales and marketing teams together.
- If your service-level agreement requires your marketing team to produce more leads than they normally do, what is the FIRST thing you should do?
- What is the relationship between personas and Jobs to Be Done?
- Which of the following is NOT an element of a hero statement?
- Which of the following is a benefit of using Jobs to Be Done?
- Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer’s _____.
- When you ask your customers about their goals and challenges, what are you trying to figure out?
- In most companies, which department produces the most content?
- You tell your executive team that your company should have a content manager, and they ask, “Can’t someone take that on as a side project?” How should you respond?
- Fill in the blanks: You need to figure out your ___ before you can implement a ___.
- What is an ideal customer profile?
- It is important to translate your vision into a revenue goal for all of the following reasons EXCEPT:
- What is sales enablement?
- Which of the following is an example of an edge system?
- Which of the following is the BEST way to ensure your smarketing meetings have a high level of psychological safety?
- True or false? Inbound means creating marketing and sales that people love by providing helpful content and resources that attract people to you.
- All of the following are ways to involve your sales team in the content creation process EXCEPT:
- If the leads your marketing team produces are consistently low quality, which of the following is the BEST way to improve your lead quality?
- A member of your marketing team wants to send a sales offer to your existing customers. How do you respond?
- What is the purpose of smarketing meetings?
- Which of the following is a reason sales and marketing need to be aligned?
- When asking a customer about their shopping preferences, you want to learn all of the following EXCEPT:
- Why should defining your target buyer be part of your sales enablement strategy?
- Karen just got home late from work and her kids are hungry. Which of the following BEST describes her job to be done?
- True or false? Marketing and sales should have separate revenue goals.
- True or false? You need a vision or goals but not both.
- Which of the following BEST describes a sales and marketing service-level agreement (SLA)?
- What’s the difference between a vision and a goal?
- What is a buyer persona?
- Evaluate this SLA: Marketing will generate 50 leads each month.
- After creating your hero statement, you identify a type of person who is interested in your product that you can’t be a hero to. What should you do for these people?
- What is an insights committee?
- Which of the following is NOT a benefit of implementing a sales and marketing service-level agreement (SLA)?
- If your website doesn’t have much content to attract visitors, which of the following would be the best content to create first?
- Which of the following places would be a good place to experiment with video?
- If your service-level agreement requires your marketing team to generate 40 qualified leads each month, how should they deliver those leads?
- True or false? The judicial branch must be more than one person.
- True or false? Content should be a part of every step in your sales process.
- True or false? You should create a separate hero statement for each of your personas.
- What does a sales and marketing service-level agreement (SLA) require marketing to do?
- Evaluate this hero statement: Jepsonite Security Systems is a hero to first-time homeowners who are in the market for a security system.
- True or false? Personas can change over time.
- Which of the following is the BEST way to uncover the job that people hire your product to do?
- True or false? Executive leaders should attend smarketing meetings.
- What should you do with the leads in box 2?
- What’s the sales team’s role in content creation?
- A vision should be all of the following EXCEPT:
- Why are smarketing meetings an important part of a sales enablement strategy?
- Which of the following is NOT part of a sales enablement strategy?
- If you find yourself with a lot of poor-fit leads, all of the following are good ways to solve this problem EXCEPT:
- All of the following are reasons to implement technology as part of your sales enablement strategy EXCEPT:
- True or false? If your product can be used to do more than one job, content that talks about all of those jobs will be relevant to your customers.
- Evaluate this SLA: Marketing will generate 2,000 qualified leads each month, and sales will contact each lead as soon as possible.
- True or false? Marketing and sales should share a single database of customer information.
- True or false? You should invest in keeping your technological core in place long-term, but you can experiment with your edge technologies and change them easily.
- What does it mean to ask a customer about their “watering holes”?
- True or false? If your marketing team is producing a lot of content, a large percentage of it is naturally going to be valuable to the sales team.
- Why is inbound an important part of a good sales enablement strategy?
- All of the following are benefits of involving content in your sales process EXCEPT:
- Which of the following BEST describes the difference between persona interviews and Jobs to Be Done interviews?
- You explain the concept of smarketing meetings to your leadership team, and one person asks, “How often do we need to have these meetings?” How do you respond?
- What should you do with the leads in box 1?
- All of the following are reasons to extend your sales enablement efforts beyond the sale EXCEPT:
- Which of the following is NOT part of customer enablement?
- True or false? Contacting new leads within five minutes is better than contacting them within 24 hours.
- What is the difference between work groups and teams?
- After you explain the concept of a judicial branch to your CEO, she says, “Great! I’ll have the sales leadership team make that part of their monthly meeting.” How do you respond?
- Evaluate this SLA: Marketing will generate 250 qualified leads each month, and sales will convert 50 of those leads into customers.
- What is a judicial branch?
- What does a sales and marketing service-level agreement (SLA) require sales to do?
- Which of the following best describes the relationship between the interview process for identifying Jobs To Be Done and the interview process for understanding personas?
- Evaluate this SLA: Marketing will generate five qualified leads each month, and sales will contact each of them within 12 hours.
- True or false? Some potential customers won’t buy because they don’t know how to fire their old solution.
- True or false? If you don’t have enough hand raisers and good-fit, sales-ready leads to keep your sales team busy, your sales reps should find helpful ways to reach out to good-fit leads that aren’t sales ready.
- What is the difference between an ideal customer profile and a buyer persona?
- What should you do with the leads in box 3?
- How many customers do you need to interview in order to develop a high quality buyer persona?
- How quickly should a member of your sales team be able to find a relevant piece of content to share with one of their leads?
- The internet has changed the power dynamics between buyers and sellers. How does sales enablement help businesses use this change to their advantage?
- How do goals and a vision work together?