SPC Lead Generation and Prospecting 2

Question 1

What is 'cold calling' in the context of sales prospecting?

Accepted Answer

Contacting prospects who have no prior relationship with the salesperson

Answer

Making follow-up calls to existing loyal customers

Answer

Calling referral leads generated through a customer loyalty program

Answer

Making sales calls exclusively during early morning business hours

Question 2

Which social media platform is most widely used for B2B prospecting?

Accepted Answer

Answer

Instagram

Answer

TikTok

Answer

Question 3

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

Accepted Answer

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

Answer

Selling products exclusively through paid social media advertisements

Answer

Having customers sell products on behalf of the company via their profiles

Answer

Posting daily promotional content for products on all social media channels

Question 4

What is the recommended approach when leaving a voicemail during a prospecting outreach?

Accepted Answer

Keep it brief, state your name and company, and include a clear call to action

Answer

Leave a detailed message of at least five minutes explaining all product features

Answer

Never leave voicemails since they are universally ignored by prospects

Answer

Ask the prospect to call back without explaining the reason for your call

Question 5

What does 'prospecting cadence' refer to in a sales outreach strategy?

Accepted Answer

A structured sequence of multi-channel touchpoints executed over a defined time period

Answer

The pace at which a salesperson speaks during a cold call

Answer

The total number of new prospects added to a pipeline each week

Answer

The rhythm of following up with prospects exclusively through email

Question 6

Which of the following best describes 'account-based prospecting' (ABP)?

Accepted Answer

Focusing prospecting resources on a select list of high-value target company accounts

Answer

Opening separate CRM accounts for each individual sales territory

Answer

Targeting individual consumers rather than business organizations

Answer

Using accounting software integrations to identify financially strong leads

Question 7

What is a 'referral' in the context of sales prospecting, and why is it valuable?

Accepted Answer

A recommendation or introduction from an existing customer or trusted contact that typically increases close rates

Answer

A formal written endorsement required before contacting any new prospect

Answer

A bulk purchase discount offered to incentivize existing customers to return

Answer

A paid lead generated through a digital advertising referral network