QUESTION 43
A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.
What should they use?

QUESTION 44
A sales representative has a pipeline with a mix of opportunities at various stages.
The sales rep wants to improve stage velocity.
What should the sales rep do to improve stage velocity?

QUESTION 45
A forecast is based on the rollup of a set of opportunities.
What are three dimensions in a forecast rollup?

QUESTION 46
A sales representative plans to attend a large industry conference.
How can the sales rep ensure the largest return on investment for attending the conference?

QUESTION 47
A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer’s challenges.
How should the sales rep introduce their value proposition to their customer?

QUESTION 48
A sales team knows the importance of building an accurate forecast.
Which foundational priority should be in place to help ensure data quality across teams?

QUESTION 49
Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?

QUESTION 50
After a sales representative presents a proposal, the customer mentions return on investment as one of their concerns.
Which objection category does this fall into?

QUESTION 51
A sales representative wants to drive the adoption of a new product with a customer.
How should the sales rep address the customer’s question: “What’s in it for me?”

QUESTION 52
A sales representative is aware of an upcoming end-of-contract period for a key customer.
How should the sales rep adapt their sales activities to address this change?

QUESTION 53
A sales representative works at a heavily siloed company and is unable to gather insights for renewals.
How should the sales rep improve data integrity in the pipeline working across silos?

QUESTION 54
Which element should a sales representative understand to determine if a sale quota is attainable?

QUESTION 55
A company is struggling to acquire new customers. After careful analysis, it realizes its value proposition is not resonating with potential customers, so it develops a new value proposition.
Which metric should the company use to track the effectiveness of the new value proposition?

QUESTION 56
A sales representative is negotiating with a customer to renew their agreement. Historically, the customer has been unwilling to purchase additional products due to cost concerns.
Which type of strategy should the sales rep use?

QUESTION 57
In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?

QUESTION 58
A sales representative is asked by their sales manager to lead a cold-calling campaign.
Where can the sales rep start?

QUESTION 59
A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform.
Which customer-centric approach should be used by the sales rep?

QUESTION 60
A sales representative’s existing customer is opening offices in new regions.
What should the sales rep focus on to increase the contract value?