A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers.
In which phase of the sales process is this deal?

• A.Connect
• B.Create
• C.Collaborate

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A sales representative has a low conversion rate during theproposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment.
Which adjustment will help the sales rep win more work by being more customer-centric?

• A.Remove the objectives since the prospect already knows them.
• B.Move the investment to the top to get the objection out of the way.
• C.Focus more on anticipated outcomes than deliverables.

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What are the four elements of emotional intelligence?

• A.Plan, engage, execute, and close
• B.Discover, define, design, and deliver
• C.Self-awareness, self-management, empathy, and skilled relationships

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A sales representative delivers a proposal and is checking in with the prospect on the perceived value and alignment.
At which stage are they in the sales process?

• A.Connect
• B.Collaborate
• C.Confirm

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A sales representative has a list of prospects to cold call but is unsure whether the task is beneficial. After a discussion with their mentor, the sales rep has the information they need and is ready to get started.
What is one benefit of cold calling?

• A.Key decision makers usually respond more readily to phone calls.
• B.Phone calls provide immediate feedback whether the lead is worth pursuing.
• C.Phone calls are a quicker and more scalable method of contact.

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