SSC Prospecting and Lead Generation 3

Question 1

What is 'account-based prospecting' (ABP)?

Accepted Answer

A strategy where salespeople target specific high-value companies with personalized outreach rather than casting a wide net

Answer

Prospecting for individual consumers rather than businesses

Answer

A system for managing existing account renewals

Answer

A method for tracking competitor accounts

Question 2

Why is it important to have multiple prospecting channels active simultaneously?

Accepted Answer

It ensures a consistent flow of leads even if one channel slows down or stops performing

Answer

It reduces the workload of each individual salesperson

Answer

It is required by most CRM systems

Answer

It allows you to copy the same message across all platforms

Question 3

What is the purpose of a 'prospect research card' or account brief before outreach?

Accepted Answer

To gather key information about the company, their challenges, and their industry so outreach is relevant and personalized

Answer

To decide whether a prospect deserves a discount

Answer

To record the prospect's personal social media activity

Answer

To compare the prospect to your lowest-performing accounts

Question 4

Which of the following is a sign that a prospect is NOT sales-ready?

Accepted Answer

They are still in early research stages with no defined timeline or budget

Answer

They have requested a demo

Answer

They have a defined budget for your solution

Answer

They have engaged with your content multiple times

Question 5

What role do buyer personas play in lead generation?

Accepted Answer

They help salespeople understand the motivations, challenges, and behaviors of target buyers to create more resonant outreach

Answer

They are fictional characters used only in marketing campaigns

Answer

They replace the need for ICP development

Answer

They are used exclusively for digital ad targeting

Question 6

What is 'trigger-based prospecting'?

Accepted Answer

Using specific events — like a company's funding round, new hire, or product launch — as timely reasons to reach out

Answer

Prospecting based on seasonal promotions

Answer

Sending outreach only when competitors lose a customer

Answer

Cold calling all companies in a specific ZIP code