True or False: When sales believes a lead from marketing is not sales-ready, that lead should be dropped.

Practice More Questions From: Graded Quiz: Managing for Sales Enablement

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What does a sales and marketing SLA require marketing to do?

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What does a sales and marketing SLA do?

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What does a sales and marketing SLA require sales to do?

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Which of the following are among the three things you need to know to create the simplest version of an SLA? (Choose all that apply.)

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Which of the following are among the three things you need to know to create the simplest version of an SLA? (Choose all that apply.)

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Imagine you are analyzing the sales data for the six “buckets” of your Lead Qualification Matrix and you determine that the close rate for your “Good-Fit, Sales-Ready” leads is 5% (i.e., for every 100 “Good-Fit, Sales-Ready” leads, 5 become customers). You also determine that each of those types of customers generates $10,000 of revenue. What would be the “lead value” for your “Good-Fit, Sales-Ready” leads?

Q:

Imagine you are analyzing the sales data for the six “buckets” of your Lead Qualification Matrix and you determine that the close rate for your “Good-Fit, Hand Raiser” leads is 10% (i.e., for every 100 “Hand Raiser” leads, 10 become customers). You also determine that each of those types of customers generates $10,000 of revenue. What would be the “lead value” for your “Good-Fit, Hand Raiser” leads?

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What is sales velocity?

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What metric can you calculate by multiplying the number of sales opportunities a sales rep can handle in a given sales cycle by the percentage of sales opportunities that close into a new deal, and the average deal value; then dividing the value of that multiplication by the sales cycle length?

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What are the four metrics you need to identify and measure, in order to calculate your sales velocity?

Q:

True or False: When sales believes a lead from marketing is not sales-ready, that lead should be dropped.

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True or False: When sales believes a lead from marketing is not sales-ready, that lead should be passed back to marketing for further nurturing.

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True or False: When sales believes a lead from marketing is not sales-ready, the disagreement should be reviewed by the judicial branch.

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What should the judicial branch do if they agree sales was justified in rejecting an MQL?

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Who should determine whether leads who have been sent to sales should stay with sales or return to marketing?

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What is a judicial branch?

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True or False: Your company’s SVP of Sales should lead the charge on the judicial branch review of a sales rejection.

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True or False: Your company’s CMO should lead the charge on the judicial branch review of a sales rejection.

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True or False: Your company’s judicial branch may include only one member.

Q:

Which of the following best describes the difference between teams and work groups?

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Which of the following best describes the difference between teams and work groups?

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Which of the following best describes the difference between teams and work groups?

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Which of the following best describes the difference between teams and work groups?

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True or False: The main purpose of smarketing meetings is to recognize high achievers.

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True or False: In smarketing meetings, identifying and addressing problems should be the top priority.

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True or False: An effective smarketing meeting can be characterized as a “work group,” in the technical sense.

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Which of the following people should be invited to attend smarketing meetings? (Choose all that apply.)

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Which of the following people should be invited to attend smarketing meetings? (Choose all that apply.)

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Which of the following best describes how to run an effective smarketing meeting?

Q:

Which of the following best describes how to run an effective smarketing meeting?

Q:

Which of the following best describes how to run an effective smarketing meeting?

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