Prospecting Cadence & Outreach Flashcards
7 cards from real CST practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Prospecting Cadence & Outreach flashcards as text
A sales trainer is coaching reps on LinkedIn outreach. Which approach is most effective for an initial connection request?
Answer: Include a brief, personalized note referencing a shared connection, content, or mutual interest
Personalized connection notes show genuine interest and dramatically increase acceptance rates compared to blank requests or immediate pitches.
What is 'talk-to-listen ratio' and why does it matter in prospecting calls?
Answer: The proportion of time a rep spends speaking versus listening, with top performers typically listening more than they speak
Research shows top-performing reps listen roughly 57% of the time on discovery calls, allowing them to uncover genuine prospect needs.
Which CRM activity is most important for maintaining an effective prospecting cadence?
Answer: Logging every touchpoint and updating prospect status after each interaction
Consistent CRM logging ensures no prospect falls through the cracks and provides data to analyze and optimize cadence performance over time.
In a prospecting cadence, what is the difference between 'connect rate' and 'conversion rate'?
Answer: Connect rate measures successful live conversations reached; conversion rate measures how many of those advance to a next sales step
Connect rate tracks how often reps reach prospects live, while conversion rate tracks how often those connections turn into qualified next steps like discovery calls.
Which psychological principle does the 'foot-in-the-door' technique leverage during prospecting outreach?
Answer: Commitment and consistency — small initial agreements make larger future agreements more likely
The foot-in-the-door technique works because humans are motivated to remain consistent with prior commitments, so small yeses lead to larger yeses.
A trainer is reviewing a rep's prospecting cadence and notices no touchpoints after day 14. What guidance should the trainer offer?
Answer: Evaluate average sales cycle length and consider extending the cadence or adding a quarterly 'stay in touch' nurture sequence
For longer sales cycles, a nurture sequence after the active cadence keeps the rep top-of-mind when the prospect's situation or budget changes.
What does 'cadence compliance' mean in a sales training context?
Answer: The degree to which reps consistently execute the prescribed number and sequence of touchpoints
Cadence compliance measures how reliably reps follow the designed outreach sequence, which is critical because cadences only work when executed consistently.