Sales Prospecting 2

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?

Accepted Answer

A buying intent signal

Answer

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?

Accepted Answer

Social selling

Answer

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'?

Accepted Answer

To structure multi-touch outreach over a defined timeline

Answer

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?

Accepted Answer

Reply rate

Answer

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?

Accepted Answer

Company size and industry vertical

Answer

Firmographic data such as company size and industry vertical helps identify organizations that match your ideal customer profile.

Sales Practice Test