Sales Technology & CRM Systems Flashcards
7 cards from real ATD practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Sales Technology & CRM Systems flashcards as text
How does conversation intelligence software primarily support sales coaching?
Answer: By recording, transcribing, and analyzing sales calls to identify coaching moments and winning behaviors
Conversation intelligence tools analyze call content at scale, surfacing patterns that managers can use to coach individual reps.
In the context of sales technology, what is 'guided selling'?
Answer: Software that prompts reps with next-best-action recommendations based on deal context
Guided selling tools use data and AI to surface contextually relevant recommendations, content, or talk tracks during the sales process.
A company's CRM data shows high lead volume but low conversion rates. Which sales enablement technology would best help diagnose the issue?
Answer: Conversation intelligence and pipeline analytics tools
Pipeline analytics and conversation intelligence can reveal where and why leads drop off, and what behaviors correlate with conversion.
What distinguishes a content management system (CMS) designed for sales enablement from a general company intranet?
Answer: It surfaces sales-specific content by deal stage, buyer persona, and usage analytics
Sales enablement content platforms tag and recommend content contextually based on sales situations and track which assets influence deals.
Which data hygiene practice is most critical for maintaining accurate CRM forecasts?
Answer: Ensuring close dates, deal values, and stage probabilities are updated consistently by all reps
Forecast accuracy depends on reps consistently maintaining current deal data, especially stage, value, and expected close date.
What is the role of a digital sales room (DSR) in the modern B2B sales process?
Answer: A virtual space where buyers and sellers collaborate, share content, and track mutual action plans
Digital sales rooms create a shared, persistent workspace for buyer-seller collaboration throughout the deal cycle.
When evaluating a new sales technology tool, which criterion is most aligned with sales enablement best practices?
Answer: Deepest CRM integration and measurable impact on rep productivity and revenue outcomes
Sales enablement investments should be evaluated by their integration with existing systems and measurable effect on productivity and revenue.