B2B Lead Generation & Sales Enablement 2

Question 1

Which metric best measures the effectiveness of a sales enablement program?

Accepted Answer

Sales cycle length reduction

Answer

Sales cycle length reduction directly reflects how well enablement tools and content help reps move deals through the pipeline faster.

Question 2

What is a 'lead magnet' in B2B lead generation?

Accepted Answer

A valuable free resource offered in exchange for contact information

Answer

A lead magnet is a high-value resource such as a whitepaper, template, or webinar offered free in exchange for a prospect's contact details.

Question 3

In account-based marketing (ABM), which approach best aligns sales and marketing?

Accepted Answer

Both teams agree on a shared list of target accounts and coordinate outreach

Answer

ABM requires sales and marketing to co-select target accounts and orchestrate coordinated, personalized campaigns together.

Question 4

What does 'sales velocity' measure?

Accepted Answer

The rate at which revenue is generated through the pipeline

Answer

Sales velocity measures how quickly deals move through the pipeline and generate revenue, calculated using deal count, win rate, deal value, and cycle length.

Question 5

Which type of content is most effective at the 'consideration' stage of the B2B buyer journey?

Accepted Answer

Case studies and comparison guides

Answer

At the consideration stage, buyers are evaluating solutions, so case studies and comparison guides that demonstrate differentiated value are most effective.

(B2B) Business-to-Business Marketing certification Practice Test

(B2B) Business-to-Business Marketing certification Practice Test

B2B Lead Generation & Sales Enablement 2