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A sales representative spends time building their pipeline with many opportunities. Their conversion percentage is fairly high, yet the total pipeline volume is far from their quota.
Which strategy would help the sales rep increase their pipeline health?
Analyzing the potential deal size and decision makers' authority is the best strategy to increase the pipeline health, because it can help the sales rep to prioritize the most valuable and likely opportunities, and focus on influencing the key stakeholders who can approve the purchase.This can increase the average deal size and the win rate, and ultimately help the sales rep to achieve their quota. Being patient or challenging the manager are not effective strategies, because they do not address the root cause of the low pipeline volume, and may result in missed targets or reduced motivation. The sales rep should take proactive actions to improve their pipeline quality and quantity, and seek feedback and guidance from their manager if needed.Reference:Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]
A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer.
What should the sales rep use to build their business case?
A value map is a tool that can be used to build a business case by summarizing the benefits that the solution provides to thecustomer. A value map shows how the solution aligns with the customer's strategic objectives, key performance indicators (KPIs), pain points, and needs. A value map also quantifies the expected outcomes and return on investment (ROI) for the customer.Reference:https://www.salesforce.com/resources/articles/value-selling/#value-selling-tools
What are the key elements of a successful cold call?
A cold call is a phone call to a potential customer who has not expressed any prior interest in your product or service. The key elements of a successful cold call are a compelling hook and open-ended questions. A compelling hook is a brief statement that captures the attention of the prospect and shows them how your product or service can solve their problem or meet their need. Open-endedquestions are questions that require more than a yes or no answer, and that encourage the prospect to share more information about their situation, goals, challenges, and preferences. By using a compelling hook and open-ended questions, you can engage theprospect, build rapport, qualify them as a lead, and move them to the next stage of the sales process.Reference:
Cert Prep: Salesforce Certified Sales Representative, unit ''Generate Leads and Opportunities''
[Sales Rep Training], unit ''Prepare Your Team to Sell Successfully''
In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?
Co-creating strategies based on confirmed challenges is what customer-centric discovery allows a sales rep to do, in addition to learning more about customers. Customer-centric discovery is the process of asking questions and listening to customers to understand their situation, needs, goals, and challenges. Co-creating strategies means working with customers to design and propose solutions that can address their confirmed challenges and deliver value and outcomes. Co-creating strategies helps to build trust and rapport, demonstrate expertise and differentiation, and influence purchase decisions.
Asales representative wants to show a prospect the value of their product or service.
Which type of document should the sales rep provide to the prospect?
A sales proposal is adocument that outlines the benefits and features of a product or service, as well as the pricing and terms of the deal. A sales proposal is designed to persuade the prospect to buy from the sales rep by showing them the value of the solution and how it meets their needs. A sales proposal should be customized to the specific prospect and their situation, and should include a clear call to action.Reference:
Sales Rep Training: Create Effective Selling Habits(Unit: Write Winning Sales Proposals)
Cert Prep: Salesforce Certified Sales Representative(Unit: Sales Strategy and Planning)
