Sales Strategies Flashcards
7 cards from real CCRM 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 Strategies flashcards as text
A client signals budget constraints during a renewal negotiation. Which CRM sales tactic BEST addresses this objection?
Answer: Repackage the offer to emphasize ROI and cost savings delivered
Reframing the conversation around ROI and cost savings recontextualizes the investment as a business benefit rather than an expense.
Which type of account planning is MOST effective for a CRM professional managing a portfolio of 20+ enterprise clients?
Answer: Tiering accounts by revenue potential and strategic importance, then prioritizing accordingly
Account tiering ensures that the highest-potential clients receive proportionally greater attention, maximizing portfolio revenue and strategic impact.
In the context of CCRM sales strategy, what is the purpose of a Mutual Action Plan (MAP)?
Answer: To align the client and seller on milestones, responsibilities, and timelines toward a shared goal
A MAP creates shared accountability by documenting agreed-upon steps, owners, and dates on both sides, keeping complex sales and onboarding on track.
Which situation MOST warrants a defensive account strategy rather than a growth strategy?
Answer: A client who is actively evaluating competitor solutions
When a client is actively evaluating competitors, the priority shifts to protecting the relationship by reinforcing value and addressing any dissatisfaction before they switch.
Which of the following BEST describes the 'land and expand' go-to-market strategy?
Answer: Entering an account with a smaller, low-risk engagement and growing the relationship over time
Land and expand involves securing a foothold with a manageable initial deal, then demonstrating value to earn the right to grow the account over time.
A CRM professional is preparing to upsell a client to a premium tier. Which preparation step is MOST important?
Answer: Documenting the measurable outcomes delivered by the current service level
Demonstrating concrete results from the current engagement builds the credibility and trust needed to make a compelling case for a premium upgrade.
When a client asks for a significant scope reduction mid-contract, what is the BEST first response from a CRM professional?
Answer: Explore the underlying business reason for the reduction request
Understanding the root cause of the scope reduction request may reveal unmet needs or dissatisfaction that can be addressed, potentially preserving or growing the engagement.