SSC Prospecting and Lead Generation 3 — Questions and Answers
Question 1: What is 'account-based prospecting' (ABP)?
- Prospecting for individual consumers rather than businesses
- A strategy where salespeople target specific high-value companies with personalized outreach rather than casting a wide net (Correct answer)
- A system for managing existing account renewals
- A method for tracking competitor accounts
Correct answer: A strategy where salespeople target specific high-value companies with personalized outreach rather than casting a wide net
ABP concentrates resources on a select list of high-value target accounts, enabling deeper research and more relevant, personalized outreach.
Question 2: Why is it important to have multiple prospecting channels active simultaneously?
- It reduces the workload of each individual salesperson
- It ensures a consistent flow of leads even if one channel slows down or stops performing (Correct answer)
- It is required by most CRM systems
- It allows you to copy the same message across all platforms
Correct answer: It ensures a consistent flow of leads even if one channel slows down or stops performing
Diversifying prospecting channels protects against pipeline gaps caused by any single source drying up.
Question 3: What is the purpose of a 'prospect research card' or account brief before outreach?
- To decide whether a prospect deserves a discount
- To gather key information about the company, their challenges, and their industry so outreach is relevant and personalized (Correct answer)
- To record the prospect's personal social media activity
- To compare the prospect to your lowest-performing accounts
Correct answer: To gather key information about the company, their challenges, and their industry so outreach is relevant and personalized
Pre-outreach research enables the salesperson to open the conversation with insight that demonstrates value and earns the prospect's attention.
Question 4: Which of the following is a sign that a prospect is NOT sales-ready?
- They have requested a demo
- They have a defined budget for your solution
- They have engaged with your content multiple times
- They are still in early research stages with no defined timeline or budget (Correct answer)
Correct answer: They are still in early research stages with no defined timeline or budget
Prospects in the early research phase typically lack the defined need, timeline, and resources that signal readiness to enter a buying process.
Question 5: What role do buyer personas play in lead generation?
- They are fictional characters used only in marketing campaigns
- They help salespeople understand the motivations, challenges, and behaviors of target buyers to create more resonant outreach (Correct answer)
- They replace the need for ICP development
- They are used exclusively for digital ad targeting
Correct answer: They help salespeople understand the motivations, challenges, and behaviors of target buyers to create more resonant outreach
Buyer personas allow salespeople to craft messages that speak directly to the specific concerns and goals of different types of decision makers.
Question 6: What is 'trigger-based prospecting'?
- Prospecting based on seasonal promotions
- Using specific events — like a company's funding round, new hire, or product launch — as timely reasons to reach out (Correct answer)
- Sending outreach only when competitors lose a customer
- Cold calling all companies in a specific ZIP code
Correct answer: Using specific events — like a company's funding round, new hire, or product launch — as timely reasons to reach out
Trigger events create natural openings for relevant outreach, making the timing of contact feel opportune rather than intrusive.
SSC Prospecting and Lead Generation 3
What is 'account-based prospecting' (ABP)?