Sales Prospecting 5

Question 1

A rep has a list of 500 prospects but limited time. What is the BEST first step to maximize results?

Accepted Answer

Segment and prioritize the list based on fit and intent signals

Answer

Prioritizing by fit and intent ensures the rep spends the most effort on prospects most likely to convert, improving ROI on outreach time.

Question 2

What is 'prospecting fatigue,' and how should a rep respond to it?

Accepted Answer

When reps burn out from repetitive outreach; restructure daily routines and vary tactics

Answer

Prospecting fatigue affects reps who do high volumes of repetitive outreach; varying tactics and batching tasks helps maintain effectiveness.

Question 3

Which of the following is an example of a 'pattern interrupt' in cold calling?

Accepted Answer

Opening with an unexpected question or statement that breaks the prospect's routine

Answer

A pattern interrupt surprises the prospect out of their default 'not interested' response by opening with something unexpected and engaging.

Question 4

When should a salesperson officially mark a prospect as 'disqualified' in the CRM?

Accepted Answer

After exhausting all outreach attempts and confirming they are not a fit

Answer

A prospect should only be disqualified after a thorough cadence and clear evidence they don't meet qualification criteria, not after minimal contact.

Question 5

What is the advantage of video prospecting (e.g., sending a short personalized video) over plain text email?

Accepted Answer

Videos increase engagement and stand out in crowded inboxes

Answer

Personalized video messages capture attention, humanize the outreach, and differentiate the rep from the flood of plain text emails.

Sales Practice Test