B2B Lead Generation & Sales Enablement 3

Question 1

What is a 'sales qualified opportunity' (SQO) in the B2B pipeline?

Accepted Answer

An SQL that sales has accepted and advanced to an active deal stage

Answer

A lead that completed a website contact form

Answer

Any inbound lead passed from marketing to sales

Answer

A prospect who attended a webinar

Question 2

Which channel typically delivers the highest-quality B2B leads?

Accepted Answer

Referrals and customer advocacy

Answer

Display advertising

Answer

Broad email list purchases

Answer

Social media organic posts

Question 3

What does 'intent data' help B2B marketers identify?

Accepted Answer

Prospects actively researching topics related to your solution

Answer

Which competitors are hiring sales reps

Answer

The demographic profile of website visitors

Answer

Budget cycles of target accounts

Question 4

In a multi-touch attribution model, which statement is accurate?

Accepted Answer

Credit is distributed across all touchpoints that influenced the conversion

Answer

Credit for a conversion is given only to the first marketing touchpoint

Answer

Only the last touchpoint before conversion receives credit

Answer

Attribution is assigned randomly across channels

Question 5

What is 'cold outreach' best combined with to improve B2B response rates?

Accepted Answer

Personalized research-based messaging aligned to the prospect's pain points

Answer

Generic mass email blasts to purchased lists

Answer

Automated calls with no prior research

Answer

Broad retargeting ads only

Question 6

Which tool is most commonly used to manage and track sales enablement content usage?

Accepted Answer

A dedicated sales enablement platform such as Highspot or Seismic

Answer

A general-purpose file storage platform like Dropbox

Answer

A marketing automation platform

Answer

A customer support ticketing system

Question 7

What is the role of 'buyer personas' in B2B lead generation strategy?

Accepted Answer

They define the target audience so messaging, channels, and content can be tailored

Answer

They automate lead scoring based on CRM data

Answer

They replace the need for an ideal customer profile (ICP)

Answer

They segment existing customers for upsell campaigns only