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

Cold calling involves reaching out by phone to potential customers who have had no previous contact or relationship with the salesperson or their company.

Question 2

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

Accepted Answer

Answer

LinkedIn is the premier professional networking platform, making it the most effective social media channel for B2B prospecting and connecting with business decision-makers.

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

Social selling leverages social media platforms to identify prospects, build rapport, and nurture relationships that eventually evolve into sales opportunities.

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

Effective prospecting voicemails should be concise (20-30 seconds), clearly identify the caller and company, offer a compelling reason to respond, and provide a clear next step.

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

A prospecting cadence is a planned, multi-channel outreach sequence—combining emails, calls, and social touches—designed to systematically engage prospects over a specific timeframe.

SPC - Sales Professional Certificate Practice Test

SPC - Sales Professional Certificate Practice Test

SPC Lead Generation and Prospecting 2