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 is 'multi-channel prospecting'?
Answer: Using various communication channels such as email, phone, and social media to reach prospects
Multi-channel prospecting engages potential buyers across several communication channels to increase touchpoints and improve the likelihood of a response.
What is the primary purpose of a 'value proposition' when prospecting?
Answer: To clearly communicate the specific benefits your product offers to address the prospect's challenges
A value proposition communicates the unique benefits and solutions your product provides relative to the prospect's specific problems, making outreach more compelling and relevant.
Which of the following is a strong signal that a prospect is 'sales-ready'?
Answer: They have requested a product demo or asked for pricing information
Requesting a demo or pricing indicates active buying intent, signaling the prospect is ready to be advanced in the sales pipeline.
What is 'account-based prospecting' (ABP)?
Answer: Focusing outreach efforts on a curated list of high-value target companies
Account-based prospecting targets a carefully selected list of ideal companies, enabling personalized and coordinated outreach to maximize conversion with high-value accounts.
In prospecting, what does 'qualifying' a lead mean?
Answer: Determining whether a prospect has the need, budget, authority, and timing to make a purchase
Qualification uses criteria such as BANT — Budget, Authority, Need, and Timeline — to assess whether a prospect is worth prioritizing in the sales pipeline.
What is the purpose of a 'discovery call' during the prospecting phase?
Answer: To learn about the prospect's business challenges and determine if there is a mutual fit
A discovery call allows the salesperson to understand the prospect's needs, pain points, and goals before deciding whether and how to advance them in the pipeline.
Which of the following best represents a prospecting best practice?
Answer: Personalizing outreach based on the prospect's specific role, company context, and known challenges
Personalized outreach that addresses the prospect's specific context and challenges dramatically improves response rates compared to generic, high-volume mass messaging.