Sales Prospecting 2 — Questions and Answers
Question 1: A salesperson notices a prospect has been visiting their company's pricing page multiple times in the past week. What type of signal is this?
- A cold outreach trigger
- A buying intent signal (Correct answer)
- A disqualification indicator
- A referral opportunity
Correct answer: A buying intent signal
Repeated visits to a pricing page indicate the prospect is actively evaluating the product, which is a strong buying intent signal.
Question 2: Which prospecting method involves searching LinkedIn for people who have the specific job title and industry you target?
- Inbound prospecting
- Social selling (Correct answer)
- Cold canvassing
- Warm calling
Correct answer: Social selling
Social selling uses social media platforms like LinkedIn to identify, research, and connect with qualified prospects.
Question 3: What is the primary purpose of a 'prospecting cadence'?
- To close deals faster
- To structure multi-touch outreach over a defined timeline (Correct answer)
- To qualify prospects in a single call
- To set discovery meeting agendas
Correct answer: To structure multi-touch outreach over a defined timeline
A prospecting cadence is a structured sequence of touchpoints across multiple channels designed to engage a prospect over time.
Question 4: A salesperson sends 100 cold emails and gets 3 replies. What metric does this represent?
- Conversion rate
- Win rate
- Reply rate (Correct answer)
- Open rate
Correct answer: Reply rate
Reply rate measures the percentage of outreach messages that receive a response from prospects.
Question 5: When prospecting for a B2B SaaS product, which firmographic filter is most useful for targeting?
- Prospect's favorite software
- Company size and industry vertical (Correct answer)
- CEO's alma mater
- Office location aesthetics
Correct answer: Company size and industry vertical
Firmographic data such as company size and industry vertical helps identify organizations that match your ideal customer profile.
Question 6: What is 'trigger-based prospecting'?
- Calling prospects when they are emotionally stressed
- Reaching out based on specific events like funding rounds or leadership changes (Correct answer)
- Using aggressive language to provoke a response
- Prospecting only during peak sales seasons
Correct answer: Reaching out based on specific events like funding rounds or leadership changes
Trigger-based prospecting involves using business events (e.g., funding, hiring surges, mergers) as timely reasons to reach out.
Question 7: Which of the following best describes 'warm prospecting'?
- Calling prospects during summer months
- Reaching out to leads who have had some prior exposure to your brand (Correct answer)
- Using heated negotiation tactics
- Prospecting only within your existing customer base
Correct answer: Reaching out to leads who have had some prior exposure to your brand
Warm prospecting targets leads who already have some familiarity with your company, such as webinar attendees or content downloaders.
Sales Prospecting 2
A salesperson notices a prospect has been visiting their company's pricing page multiple times in the past week.
What type of signal is this?