Graded Quiz - Optimizing Your Workflow With Data Enrichment Tools » Week 3 » Boosting Productivity Through The Tech Stack

Q: How can call analytics/call intelligence tools help SDRs be more efficient?

Call analytics/call intelligence tools can help you improve your sales and customer calls by tracking, analyzing, and managing your calls at every step. By breaking down the balance of speech between you and your prospect, tracking your use of filler words, and singling out objections, these tools help to improve your efficiency as an SDR.

Q: When building a lead list, what should be the bare minimum of information you collect about each prospect?

When building a lead list, the company, prospect name, their title, email, phone number, and LinkedIn URL, should be the bare minimum of information you collect about each prospect.

Q: Data enrichment tools can:

Data Enrichment is one of the tools used by SDRs during the research process to personalize messaging during the outreach process. Data enrichment tools are used to identify and engage potential best-fit prospects.

Q: Call analysis tools help sales teams ________ and _________.

Call analysis tools record and analyze your sales calls to provide real-time market insights. They show you what is and isn’t working, so you can determine how to best adapt your strategy.

Q: True or false? Salespeople that are actively engaged on social networks talk to more prospects, set more meetings, and make more money than their single channel counterparts.

According to LinkedIn research, social selling leaders create more opportunities, outsell their peers who don’t use social media, and are more likely to reach quota.

Q: True or false? Identifying the ICP (Ideal Customer Profile) and Buyer Persona helps you find the right companies and the right people before conducting outreach.

An ICP is a description of the company (not the individual buyer) that is a perfect fit for your company’s product. It focuses on the relevant characteristics of your target accounts. The Buyers Persona is a representation of your ideal customer based on market research and data about existing customers, which includes customer demographics, behavior patterns, motivations, and goals

Q: True or false? More data insights allow sales and marketing teams to better predict when a customer is ready to buy or show interest in solutions. This ultimately helps SDRs craft strong outreach and enhance their lead lists.

One of the insights provided by data enrichment tools is helping sales and marketing teams have a better understanding of where their prospects are in the buyer’s journey.

Q: Which of the following is NOT an example of a data enrichment tool?

Optimizely is a customer experience optimization platform that provides A/B testing tools to analyze websites.

Q: Once an AE hands over a list of target accounts, where would a salesperson begin their hunt for new prospects?

LinkedIn Sales Navigator is a social selling platform that helps you focus on finding new prospects to build trusted relationships, particularly through their search and filter features, as well as showing any possible existing connections.