CST Prospecting Cadence & Outreach 3

Question 1

A CST candidate is designing a B2B prospecting cadence. Which touchpoint sequence is generally considered most effective?

Accepted Answer

Phone, email, LinkedIn, phone, email across 2 weeks

Answer

A multi-channel cadence that combines phone, email, and social touchpoints over 2 weeks maximizes coverage and response probability.

Question 2

What does 'outreach personalization at the account level' mean?

Accepted Answer

Tailoring messaging to reflect the specific challenges, industry trends, or news related to a target company

Answer

Account-level personalization shows deep research and relevance, making it far more compelling than generic outreach.

Question 3

Which type of prospecting trigger event should a salesperson monitor to time outreach optimally?

Accepted Answer

Company funding rounds, leadership changes, or product launches

Answer

Business trigger events signal organizational change and buying intent, making them ideal windows for timely, relevant outreach.

Question 4

In cadence design, what is an 'A/B test'?

Accepted Answer

Testing two versions of an outreach message to determine which drives better results

Answer

A/B testing in cadences involves sending variant messages to similar prospect groups and measuring which version generates higher engagement.

Question 5

A sales trainer notices that reps are sending prospecting emails at 4 PM on Fridays with very low open rates. What should the trainer recommend?

Accepted Answer

Shift sends to Tuesday through Thursday mornings when open rates are typically highest

Answer

Research consistently shows Tuesday–Thursday mornings yield the highest email open rates for B2B outreach.

(CST) Certified Sales Trainer Practice Test