Sales Sales Strategy 3 — Questions and Answers
Question 1: What does 'sales velocity' measure?
- How quickly a rep types proposals
- The rate at which pipeline converts to revenue over time (Correct answer)
- The number of cold emails sent per day
- Customer satisfaction after the sale
Correct answer: The rate at which pipeline converts to revenue over time
Sales velocity combines deal count, average deal size, win rate, and sales cycle length to show how fast money flows through the pipeline.
Question 2: Which approach is most aligned with a consultative sales strategy?
- Leading with price to close quickly
- Diagnosing the customer's problem before recommending a solution (Correct answer)
- Pitching features from a standard script
- Focusing solely on closing techniques
Correct answer: Diagnosing the customer's problem before recommending a solution
Consultative selling prioritizes deeply understanding the buyer's challenges so the solution recommendation feels tailored and credible.
Question 3: A company has a short sales cycle, low deal value, and high transaction volume. Which sales motion fits best?
- Enterprise field sales
- Transactional or inside sales (Correct answer)
- Strategic account management
- Channel partner selling
Correct answer: Transactional or inside sales
Transactional inside sales is optimized for high volume, efficiency, and speed — ideal for lower-value, faster-moving deals.
Question 4: What is the purpose of a competitive battle card in a sales strategy?
- Tracking CRM data entry compliance
- Helping reps quickly counter competitor strengths and highlight differentiators (Correct answer)
- Scheduling discovery calls with prospects
- Calculating commission payouts
Correct answer: Helping reps quickly counter competitor strengths and highlight differentiators
Battle cards give reps concise, ready-to-use talking points to handle objections and position against specific competitors in real time.
Question 5: When building a go-to-market sales strategy, defining an Ideal Customer Profile (ICP) primarily helps with:
- Reducing customer support tickets
- Focusing prospecting efforts on accounts most likely to buy and retain (Correct answer)
- Automating invoice generation
- Designing the product roadmap
Correct answer: Focusing prospecting efforts on accounts most likely to buy and retain
A well-defined ICP ensures the sales team spends time on prospects with the highest likelihood of closing and long-term retention.
Question 6: A rep is struggling with late-stage deal stalls. Which strategy is most effective for re-engaging a stuck opportunity?
- Send a generic follow-up email
- Create a mutual action plan with the prospect to align on next steps and timeline (Correct answer)
- Lower the price immediately
- Escalate to legal to rush the contract
Correct answer: Create a mutual action plan with the prospect to align on next steps and timeline
A mutual action plan (MAP) establishes shared milestones and accountability, giving both parties clarity on what must happen to move forward.
Question 7: Which sales strategy element involves mapping every stakeholder involved in a B2B buying decision?
- Forecasting
- Multi-threading (Correct answer)
- Pipeline hygiene
- Lead scoring
Correct answer: Multi-threading
Multi-threading means identifying and building relationships with multiple decision-makers across the buying committee to reduce single-point-of-failure risk.
Sales Sales Strategy 3
What does 'sales velocity' measure?