Choose the best definition of ICP - Ideal Customer Profile

An Ideal Customer Profile (ICP) is a hypothetical description of the type of company that would realize the most value from your company’s product or service.

Choose the best definition of Buyer Persona.

The buyer persona describes a target persona based on data and research. Understanding their day-to-day role, common team structure, and the challenges they face helps you to engage them with highly personalized messaging.

SDRs set meetings between new prospects that have a solvable problem and AEs, experts in solving that problem. As you prospect and outreach, what are some of the tools you’ll use to be effective?

A customer relationship management tool to keep track, LinkedIn for connecting and establishing your personal brand, as well as Sales Intelligence and Sales Engagement tools are all effective tools for outreach to prospects.

When searching for new leads on LinkedIn Sales Navigator, what are some of the modifiers you would use to narrow down your search?

Industry, company size, title, and geographic area are modifiers you can use to narrow down your search on LinkedIn Sales Navigator. Different industries have different pain-points and needs, and this information can help you to personalize your messaging. Your company markets its product to a specific type of customer which can depend on size. You may have prospects with a specific title who are more inclined to become prospective customers. Depending on your company, you may be assigned to a specific geographic location.

Define an ATL Persona.

ATL (above the line) personas refer to prospects in leadership roles who can make purchasing decisions.

As an SDR, you need to approach your work with direction and intent in everything you do, from prospecting for the right people, researching where they find value, to creating outreach with personalized messaging. Why?

Prospecting for the right people and researching where they find value, helps you to understand the pain points and needs of the ICP and Buyer Persona. Creating outreach with personalized messaging speaks directly to the problems that your customer is likely to have.

When asking questions — in an interview, of a prospect, or in a call with your boss — what is one thing you should AVOID doing?

As with objections, it is always important to demonstrate empathy and active listening by acknowledging the other person’s response before asking another question.

What factors are involved in qualifying a lead?

BANT stands for budget, authority, need and timeline. This framework helps you qualify leads and determine which of them should be prioritized. “B” for budget helps you determine how much the prospect is able and willing to spend. “A” for Authority, helps you to assess who is ultimately the decision-maker. “N” for Need helps you determine whether the prospect has a problem that your company’s product can solve. “T” for Timeline or Timing, helps you to determine where the prospect is in their buying cycle.

Sales Math! No longer relegated to the stifling classrooms or dusty chalkboards of yore, math is back. In sales, you’ll use it for everything from calculating your bonus to figuring out who owes how much to the Uber driver. How would an SDR use sales math to be more effective on a day-to-day basis?

Tracking your metrics using sales math helps you to formulate a data-driven, strategic approach to understanding what works and needs to be replicated so you can be effective on a daily basis.

It’s important to use data to understand what you need to do to be successful in your role. The SDR waterfall breaks down the work of an SDR into buckets that flow from one to the next. Understanding how to improve on a low number at any point in the process can help make you more effective. Which of the below pairings of “Activity” and “Improvement Methodology” is correct, given the accurate waterfall shown here:

The SDR waterfall is a linear and sequential process where one phase begins after the previous one has ended. This helps you to work toward specific goals and track your progress. By improving your subject lines and messaging, you’ve paired the activity of writing personalized emails with an improvement methodology.