SSC Prospecting and Lead Generation 2

Question 1

What is a 'lead magnet' in the context of inbound lead generation?

Accepted Answer

Valuable free content offered in exchange for a prospect's contact information

Answer

A physical magnet used at trade shows

Answer

A tool for tracking outbound calls

Answer

A type of sales incentive for reps

Question 2

What does 'pipeline velocity' measure in lead generation?

Accepted Answer

How quickly deals move through the sales pipeline from first contact to close

Answer

The speed at which your website loads

Answer

The number of cold calls made per day

Answer

The rate at which leads unsubscribe from emails

Question 3

Which activity is most effective for generating leads at industry events?

Accepted Answer

Identifying target attendees in advance and scheduling purposeful meetings

Answer

Collecting as many business cards as possible without meaningful conversation

Answer

Attending every session without taking notes

Answer

Distributing promotional gifts to everyone

Question 4

What is 'cold outreach' and when is it most effective?

Accepted Answer

Reaching out to prospects with no prior relationship, most effective when highly personalized and researched

Answer

Contacting existing customers about renewals

Answer

Sending automated emails to all contacts in a database

Answer

Calling back leads who previously declined

Question 5

What is the difference between a 'lead' and a 'prospect' in the sales process?

Accepted Answer

A lead is an unqualified contact while a prospect has been qualified as a potential buyer

Answer

They are the same thing

Answer

A prospect is a lead who has already purchased

Answer

A lead has a higher budget than a prospect

Question 6

How should a salesperson prioritize leads when managing a large pipeline?

Accepted Answer

Based on lead scoring that weighs fit, intent signals, and buying readiness

Answer

On a first-come, first-served basis

Answer

By alphabetical order of company name

Answer

By giving equal time to all leads regardless of potential