Sales Strategy & Pipeline Management Flashcards
7 cards from real CSM 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 Strategy & Pipeline Management flashcards as text
A sales manager reviewing the pipeline notices that average deal size has dropped 20% over two quarters. The MOST likely cause to investigate first is:
Answer: Reps discounting without proper approval or qualification rigor
Uncontrolled discounting by reps is a common and immediate cause of declining average deal size that managers can directly address.
The MEDDIC qualification framework's 'Economic Buyer' element refers to:
Answer: The individual with final authority to approve the budget and sign the contract
The Economic Buyer in MEDDIC is the single person with the authority and budget to make the final purchasing decision.
Which pipeline review cadence is MOST effective for an enterprise sales team with long sales cycles?
Answer: Weekly deal reviews focused on advancing committed and best-case deals
Weekly deal reviews focused on committed and best-case deals keep enterprise pipelines moving without micromanaging every opportunity.
A 'land and expand' sales strategy involves:
Answer: Winning a small initial deal with a customer and then growing the account over time
Land and expand secures an initial foothold with a customer, then grows revenue through upsells, cross-sells, and expanded usage.
What is a 'mutual action plan' (MAP) in the context of pipeline management?
Answer: A shared timeline with milestones and responsibilities agreed upon by both buyer and seller
A mutual action plan aligns both buyer and seller on steps, owners, and deadlines needed to close the deal.
Which leading indicator BEST predicts future pipeline generation?
Answer: Number of qualified meetings held with new prospects
Qualified new meetings are a leading indicator because they represent top-of-funnel activity that will generate future pipeline.
A channel sales strategy differs from a direct sales strategy primarily because:
Answer: Channel sales uses third-party partners to reach and sell to end customers
Channel sales leverages resellers, distributors, or partners to extend market reach without a fully direct sales force.