Q:
True or False: Segmenting leads by shared traits makes it easier to send out messages to the entire database at one time.
Q:
What is segmentation in lead management?
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Marty has been tasked with breaking down the company contact list into smaller groups based on shared traits. What is this called?
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True or False: Segmenting leads is part of the lead nurturing stage in lead management.
Q:
Segmentation is an important part of which stage in the lead management process?
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Marty is looking for new ways to nurture leads. Before they send out any content, what’s an important thing to do first?
Q:
True or False: Segmenting leads by lifecycle stage is one way to segment leads, but it’s not applicable to most companies.
Q:
For most businesses, what is the most important type of segmentation for lead management?
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True or False: Creating more segments can help a company engage with a wider audience of unique leads.
Q:
Marty is starting to segment their company’s email database. Which of the following types of segmentation is a good place to start?
Q:
As your company increases the number of leads in its database, you should…
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Marty’s manager is concerned about creating additional segments as the company’s segmentation strategy evolves. What can Marty say to explain this decision?
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What is lead qualification?
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True or False: Determining what leads are ready to enter the sales process is referred to as lead nurturing.
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Marty wants to better identify leads that are ready for the sales team. What is this process called in lead management?
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True or False: The first step in lead qualification is to define what makes someone a good fit for your offer.
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What are the two main steps in lead qualification?
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Marty is overwhelmed with identifying leads who have been qualified as a good fit for the company’s product. What is something they could do to help mitigate this?
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What is lead nurturing?
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True or False: The most important part of lead nurturing is sending out blast emails.
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Marty has discovered that sending out blast emails has not been very effective in generating sales. What might be a more effective approach?
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True or False: Nurturing leads requires a thorough understanding of a customer’s needs, behaviors, and concerns.
Q:
What are the five primary elements of a lead nurturing campaign?
Q:
Marty has some great content for a lead nurturing campaign. What is the most effective method they can use to deliver that content?
Q:
If you were nurturing a lead in the awareness stage of their buyer’s journey, what is a piece of content that might be useful?
Q:
True or False: Sending an invite to a live demo is a good lead nurturing tactic for someone in the awareness stage.
Q:
If you were nurturing a lead in the decision stage of their buyer’s journey, what is a piece of content that might be useful?
Q:
True or False: In the decision stage, a free consultation might show a lead that you’re the right vendor to help solve the problem they face.
Q:
Marty has thought of a great coupon idea that aligns with an upcoming holiday. What stage in the buyer’s journey would this be most appropriate?
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