SL Prospecting 2

Question 1

What does 'TOFU' stand for in the context of the sales and marketing funnel?

Accepted Answer

Top of Funnel

Answer

TOFU stands for Top of Funnel, referring to the awareness and prospecting stage where new leads first enter the pipeline.

Question 2

What is a referral in the context of sales prospecting?

Accepted Answer

An introduction or recommendation from an existing contact or customer to a new prospect

Answer

Referrals come from existing relationships who recommend your product to a new prospect, increasing trust and typically resulting in higher conversion rates.

Question 3

Which of the following is an example of outbound prospecting?

Accepted Answer

A salesperson sends personalized emails to a targeted list of potential customers

Answer

Outbound prospecting involves proactively reaching out to potential customers, such as sending targeted emails or making calls rather than waiting for inbound interest.

Question 4

What is 'social selling' in the context of prospecting?

Accepted Answer

Using social media platforms to find, connect with, and engage prospects to build relationships

Answer

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.

Question 5

What does 'lead enrichment' mean in sales prospecting?

Accepted Answer

Adding additional data and context to a prospect's existing contact record

Answer

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.

(SL) Sales Lead Practice Test

(SL) Sales Lead Practice Test

SL Prospecting 2