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What is Jobs theory?
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True or False: Jobs theory is a way of learning about why people buy products.
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You’re learning more about the buyer’s journey and discover a way of digging into why people buy products. What is this theory called?
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Which of the following helps you understand the ways a person might evaluate your offering as a way to get their job done?
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You want to determine the monetary guardrails needed to make your offering financially feasible for your customer. Which job dimension helps with this?
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True or False: Functional requirements help uncover how a product or service acts as a symbol to represent what your customer believes about the world.
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True or False: Your sales process affects everything your sales team does.
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What is the sales process?
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Fill in the blank: A set of clearly defined steps and methods of communication between a company and its prospects is the ___.
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True or False: The buyer’s journey is the active research process someone goes through after making a purchase.
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What does “selling is about buying” mean?
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You’re starting to learn about the buyer journey. Which of the following is a simple way to understand the buyer’s journey?
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What are the three stages in the buyer’s journey?
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True or False: The decision stage in the buyer’s journey is when a buyer has picked a product and is ready to make a purchase.
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Which of the following refers to the consideration stage in the buyer’s journey?
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True or False: More important than the methodology you choose is the way you choose to document it.
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Once you have defined the steps of your sales process, what is the next step?
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Which of the following is true about a sales methodology?
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You’re ready to create a playbook for your sales reps. Which of the following should be included?
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What is the sales playbook used for?
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True or False: A playbook is the accumulation of knowledge that you provide the reps at one stage of the sales cycle.
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In which of the following ways can you monitor how well your sales process is performing?
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True or False: Talking to the people who have gone through your sales process is the only way to monitor your performance.
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Mapping your process and evaluating the performance every three months helps with which process?
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What does it mean if your sales process is “humming”?
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If more than 80% of your reps are hitting quota consistently, what stage is your sales process in?
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True or False: If your sales process is in the humming stage, it means that no sales reps are complaining about “process improvements.”
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What is the thrashing stage?
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If your sales process isn’t humming, the best way to get there is to run rapid experiments and continuously improve. What is this stage called?
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True or False: It’s better to experiment and make incremental improvements to your sales process instead of thrashing from one solution to another.
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