IS Strategic Planning & Vision 4

Question 1

When a company's inbound sales strategy is misaligned with its marketing strategy, what is the most common result?

Accepted Answer

Leads fall through the cracks and the buyer experience becomes fragmented

Answer

Misalignment between sales and marketing creates disconnected buyer experiences, where leads receive inconsistent messaging and handoffs are poorly managed.

Question 2

In strategic inbound sales planning, what is a 'service level agreement (SLA)' between sales and marketing designed to accomplish?

Accepted Answer

Establish mutual commitments so both teams are accountable for lead quality and follow-up speed

Answer

A sales-marketing SLA creates shared accountability by defining exactly how many leads marketing will deliver and how quickly sales will follow up on them.

Question 3

Which statement best reflects an inbound sales philosophy when handling a prospect who is comparing multiple vendors?

Accepted Answer

Help the prospect build a clear evaluation framework so they can make the best decision—even if it isn't you

Answer

Inbound philosophy prioritizes buyer success, which means helping prospects evaluate options honestly—this builds trust and often results in the sale.

Question 4

What is 'pipeline velocity' and why does it matter in inbound sales strategic planning?

Accepted Answer

A measure of how quickly deals move through the pipeline, reflecting the efficiency of the sales strategy

Answer

Pipeline velocity combines deal volume, win rate, deal size, and sales cycle length to show how fast revenue is being generated, revealing where the strategy needs refinement.

Question 5

A strategic inbound sales plan includes a 'land and expand' motion. What does this mean?

Accepted Answer

Acquiring a new customer with an initial smaller deal, then growing revenue through upsells and expansions over time

Answer

'Land and expand' is a growth strategy where you start with a smaller foothold in an account and systematically expand adoption and revenue as you prove value.

(IS) Inbound Sales Certification Practice Test

(IS) Inbound Sales Certification Practice Test

IS Strategic Planning & Vision 4