Which of the following claims has been cited as a reason why modern businesses need a strong sales enablement strategy?

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What is sales enablement?

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Which of the following claims has been cited as a reason why modern businesses need a strong sales enablement strategy?

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Which of the following has been cited as one of the “two big implications,” for modern businesses, of today’s digitally empowered buyers?

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What does “inbound” mean in the context of sales enablement? (Choose all that apply.)

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Which of the following are among the three elements of a sales enablement strategy? (Choose all that apply.)

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True or False: In the context of a sales enablement strategy, vision is a metric outcome you can check off a list.

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True or False: In the context of a sales enablement strategy, goals are metric outcomes you can check off a list.

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True or False: In the context of a sales enablement strategy, your goals and vision are fundamentally the same thing.

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Fill in the blanks: To make a big initiative like sales enablement work at your company, you need a ______ to motivate your teams; and ______ are how you’ll make sure you’re on a path that has potential to fulfill your picture of the future.

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Fill in the blank: Your vision will give you a clear direction for all of the _________ you set along the way.

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Fill in the blank: A _______ is a state of affairs you want to bring into being, and a picture of the future that is relatively easy to communicate to your organization.

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Fill in the blank: __________ is the way you’re going to measure whether your sales enablement efforts are effective.

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Fill in the blank: __________ is the sales enablement metric that will be most meaningful to your company’s leadership team.

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Fill in the blank: Once you have a vision, you need to convert it into __________ .

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True or False: When formulating your sales enablement strategy, your goals should encourage your teams to accomplish things they’ve never done before, but they shouldn’t be so lofty that they make team members feel overwhelmed.

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True or False: When formulating your sales enablement strategy, your goals should be as bold as possible.

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True or False: When formulating your sales enablement strategy, your goals should be easily achievable so your teams have something to celebrate on a regular basis.

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Once you’ve answered the question of what makes someone a good fit for your offering, what is the next question you need to answer?

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Which of the following helps you determine whether a lead should be owned by marketing or sales?

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Which of the following helps you determine how good of a fit someone is for your offering?

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How many categories of “fitness” should you include in your lead qualification matrix?

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How many “buckets” should you include in your lead qualification matrix?

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How many categories of sales “readiness” should you include in your lead qualification matrix?

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True or False: A “hand raiser” is someone who explicitly asks to speak with sales.

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True or False: “Hand raiser” is another name for a qualified lead.

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True or False: A “hand raiser” is any lead that’s ready for sales contact.

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