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Sales Enablement Certification
Fill in the blanks: You need to figure out your ___ before you can implement a ___.
What is the purpose of smarketing meetings?
Which of the following is an example of a core system?
Which of the following is NOT part of customer enablement?
What is a buyer persona?
When asking a customer about their shopping preferences, you want to learn all of the following EXCEPT:
Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer’s _____.
All of the following are ways to involve your sales team in the content creation process EXCEPT:
Why should defining your target buyer be part of your sales enablement strategy?
What should the content your sales team uses during the sales process do?
Which of the following is NOT an element of a hero statement?
A vision should be all of the following EXCEPT:
Which of the following BEST describes the difference between persona interviews and Jobs to Be Done interviews?
How do goals and a vision work together?
True or false? Executive leaders should attend smarketing meetings.
Evaluate this SLA: Marketing will generate five qualified leads each month, and sales will contact each of them within 12 hours.
Which of the following is the BEST way to uncover the job that people hire your product to do?
Which of the following is the BEST explanation of what it means to help your customers “fire” their old solution?
What’s the sales team’s role in content creation?
True or false? Some potential customers won’t buy because they don’t know how to fire their old solution.
True or false? You should create a separate hero statement for each of your personas.
What is the difference between work groups and teams?
If your service-level agreement requires your marketing team to generate 40 qualified leads each month, how should they deliver those leads?
What should you do with the leads in box 3?
If your service-level agreement provides your sales team with more leads than they can handle, what’s the FIRST thing you should do?
Fill in the blank: ___ is the glue that holds sales and marketing teams together.
Which of the following is the BEST way to ensure your smarketing meetings have a high level of psychological safety?
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?
What should you do with the leads in box 2?
When you ask your customers about their goals and challenges, what are you trying to figure out?
Why are smarketing meetings an important part of a sales enablement strategy?
How many customers do you need to interview in order to develop a high quality buyer persona?
What does a sales and marketing service-level agreement (SLA) require marketing to do?
What does a sales and marketing service-level agreement (SLA) require sales to do?
It is important to translate your vision into a revenue goal for all of the following reasons EXCEPT:
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?
Evaluate this SLA: Marketing will generate 250 qualified leads each month, and sales will convert 50 of those leads into customers.
True or false? Content should be a part of every step in your sales process.
True or false? Inbound means creating marketing and sales that people love by providing helpful content and resources that attract people to you.
What is the difference between an ideal customer profile and a buyer persona?
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.
In most companies, which department produces the most content?
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.
All of the following are reasons to extend your sales enablement efforts beyond the sale EXCEPT:
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 is a benefit of using Jobs to Be Done?
All of the following are benefits of involving content in your sales process EXCEPT:
What is a hand raiser?
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’s the difference between a vision and a goal?
Which of the following is an example of an edge system?
Which of the following BEST describes a sales and marketing service-level agreement (SLA)?
If you find yourself with a lot of poor-fit leads, all of the following are good ways to solve this problem EXCEPT:
True or false? Contacting new leads within five minutes is better than contacting them within 24 hours.
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?
True or false? You need a vision or goals but not both.
Evaluate this hero statement: Jepsonite Security Systems is a hero to first-time homeowners who are in the market for a security system.
Which of the following is NOT part of a sales enablement strategy?
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?
True or false? The judicial branch must be more than one person.
Which of the following places would be a good place to experiment with video?
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?
Evaluate this SLA: Marketing will generate 50 leads each month.
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.
A member of your marketing team wants to send a sales offer to your existing customers. How do you respond?
What is a judicial branch?
Which of the following is a reason sales and marketing need to be aligned?
What is an ideal customer profile?
True or false? Marketing and sales should share a single database of customer information.
Evaluate this SLA: Marketing will generate 2,000 qualified leads each month, and sales will contact each lead as soon as possible.
What is sales enablement?
True or false? Personas can change over time.
Why is inbound an important part of a good sales enablement strategy?
The internet has changed the power dynamics between buyers and sellers. How does sales enablement help businesses use this change to their advantage?
Which of the following is NOT a benefit of implementing a sales and marketing service-level agreement (SLA)?
Karen just got home late from work and her kids are hungry. Which of the following BEST describes her job to be done?
What should you do with the leads in box 1?
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.
What should your sales team do with marketing qualified leads?
What is the relationship between personas and Jobs to Be Done?
What does it mean to ask a customer about their “watering holes”?
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.
True or false? Marketing and sales should have separate revenue goals.
All of the following are reasons to implement technology as part of your sales enablement strategy EXCEPT:
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?
If the leads your marketing team produces are consistently low quality, which of the following is the BEST way to improve your lead quality?
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?