CST Prospecting Cadence & Outreach 2

Question 1

A prospect has not responded after three outreach attempts. What is the most effective next step in a multi-touch cadence?

Accepted Answer

Switch to a different channel such as phone or LinkedIn

Answer

Switching channels increases visibility and engagement since prospects may be more responsive on one medium than another.

Question 2

Which metric best measures the effectiveness of a prospecting email sequence?

Accepted Answer

Reply rate

Answer

Reply rate directly measures prospect engagement and indicates whether the messaging and timing are resonating.

Question 3

In a structured sales cadence, what is the primary purpose of a 'break-up' message?

Accepted Answer

To create urgency and prompt a final response before ending outreach

Answer

A break-up message signals that outreach is ending, which often motivates fence-sitting prospects to finally respond.

Question 4

Which of the following best describes 'social selling' as part of a prospecting cadence?

Accepted Answer

Using social media interactions to build relationships before or during direct outreach

Answer

Social selling integrates platforms like LinkedIn into the cadence to warm up prospects through engagement before cold outreach.

Question 5

A trainer is coaching a new sales rep on voicemail strategy. What is considered best practice for voicemails within a cadence?

Accepted Answer

Keep voicemails under 30 seconds and always include a clear call to action

Answer

Short, value-focused voicemails with a single CTA are more likely to be heard and acted upon than lengthy pitches.

(CST) Certified Sales Trainer Practice Test