Prospecting Flashcards
7 cards from real SL practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Prospecting flashcards as text
What does 'TOFU' stand for in the context of the sales and marketing funnel?
Answer: Top of Funnel
TOFU stands for Top of Funnel, referring to the awareness and prospecting stage where new leads first enter the pipeline.
What is a referral in the context of sales prospecting?
Answer: An introduction or recommendation from an existing contact or customer to a new prospect
Referrals come from existing relationships who recommend your product to a new prospect, increasing trust and typically resulting in higher conversion rates.
Which of the following is an example of outbound prospecting?
Answer: A salesperson sends personalized emails to a targeted list of potential customers
Outbound prospecting involves proactively reaching out to potential customers, such as sending targeted emails or making calls rather than waiting for inbound interest.
What is 'social selling' in the context of prospecting?
Answer: Using social media platforms to find, connect with, and engage prospects to build relationships
Social selling is the practice of using social networks to research, identify, and personally engage with prospects in order to build trust and generate pipeline.
What does 'lead enrichment' mean in sales prospecting?
Answer: Adding additional data and context to a prospect's existing contact record
Lead enrichment supplements basic contact information with additional data points — such as job title, company size, or tech stack — to improve qualification and outreach personalization.
What is the main advantage of using a CRM system during the prospecting phase?
Answer: It stores and organizes prospect data, tracks all interactions, and manages follow-up tasks
CRM systems centralize prospect information and log every interaction, enabling salespeople to manage their pipeline and follow up consistently and on time.
Which metric best measures the effectiveness of a prospecting outreach campaign?
Answer: Response rate or reply rate from contacted prospects
Response rate measures how many prospects actually engage with your outreach, directly reflecting the relevance and quality of your targeting and messaging.