CRM Sales Process & Pipeline Management 2

Question 1

What is 'pipeline velocity' and why does it matter to a CRM professional?

Accepted Answer

A metric measuring how quickly opportunities move through the pipeline, indicating sales efficiency and revenue predictability

Answer

Pipeline velocity combines deal value, win rate, number of deals, and sales cycle length to show how fast revenue is being generated, helping forecast and identify bottlenecks.

Question 2

In a B2B relationship management context, 'stakeholder mapping' is important because:

Accepted Answer

It identifies all decision-makers, influencers, and gatekeepers in a client organization so the CRM can engage the right people

Answer

Stakeholder mapping ensures the CRM builds relationships with everyone who influences the purchasing or renewal decision, reducing the risk of being blocked by an unseen gatekeeper.

Question 3

Which technique helps a CRM professional re-engage a stalled prospect who has gone silent?

Accepted Answer

Providing a value-adding insight or market update relevant to the prospect's specific situation to restart the conversation

Answer

Offering genuinely relevant insights demonstrates ongoing value and gives the prospect a reason to re-engage without feeling pressured.

Question 4

A proposal presented to a high-value prospect should ALWAYS include:

Accepted Answer

A clear summary of the client's needs, the proposed solution, expected outcomes, fees, and next steps

Answer

An effective proposal directly ties the solution to the client's specific needs and outcomes, making the value proposition clear and the path forward explicit.

Question 5

What is the 'average deal size' metric used for in pipeline management?

Accepted Answer

To help forecast total revenue and prioritize deals that will have the most business impact

Answer

Average deal size, combined with win rate and pipeline volume, allows accurate revenue forecasting and helps prioritize which opportunities deserve the most attention.

CRM - Certified Relationship Manager Practice Test

CRM - Certified Relationship Manager Practice Test

CRM Sales Process & Pipeline Management 2