Pipedrive Sales Quiz | 22 Sales Quiz Questions

Giving product demos

Although it’s a good idea to have videos explaining your product and its features, as they can win you new customers, when a salesperson has got a specific lead through their pipeline to the demonstration stage, they should do the demo in person or at least over a video call.

Read more about which tasks you should and shouldn’t automate in our article.

The software requires manual updates

Most cloud CRMs take care of updates on their own and will automatically update the software without you lifting a finger.

Find out what other CRM red flags you should watch for in our guide.

Mushroom management

Mushroom management gets its name because, like mushrooms, employees are expected to grow and develop in the dark.

For guidance on how to manage your team during the current situation, read our article on managing a sales team through a financial crisis.

89%

Read our article containing 13 real estate prospecting tips for more information.

It can replace a sales rep

“The goal of using bots for sales isn’t to remove people from the sales process, it’s to add the right people into the process at the right time so they can provide the best experience possible,” explains Geoffrey Keating, senior editor at Intercom.

Read our article on using the right mix of AI and humans for more information.

Keep It Simple, be iNvaluable, always Align, raise Priorities

SNAP Selling is a sales strategy that was created by Jill Konrath. Here is what each phrase means:

• Keep It Simple: Make your proposal and process as simple as possible for customers
• Be iNvaluable: Make sure that your customers rely on you
• Always Align: Always link back to your customers’ objectives, challenges and needs
• Raise Priorities: Ensure that they focus on what’s most important

Read our guide to sales methodologies to find the right one for your business.

A metric that shows business-critical results, which can be improved through your activities

True-north metrics help everyone in your sales organization understand what they’re working towards.

Find out how to set up your sales dashboard to track your true north metric.

A solicited sales proposal has been requested by the prospect

If your prospect isn’t expecting your proposal (perhaps they’re a prospect that you know is looking for a solution like yours, but hasn’t had direct contact with your company), then you’re sending an unsolicited proposal.

Find out how you can create the perfect sales proposal with our guide.

Adding plenty of links and attachments

Although you want to include at least one link, potentially to a product page or to some content that you believe the recipient will find interesting, too many links and attachments “could trigger your email being inadvertently marked as spam,” warns Leadfeeder Sales Manager Dipak Vadera.

Find some great cold email templates here.

Unique Selling Point

It could also be Unique Selling Proposition. Either way, your USP is the key benefit about your brand or your product that helps you stand out from the competition.

Read about finding yours in our article about defining sales prospects.

“Absolutely, I just want to ask one question to make sure I'm sending you the right information”

Even if you have qualified the prospect before the call, you can never be certain why they would say “could you send me an email?”

The one question you ask should be a qualifying question that connects the main value of your product to the main thing that all business customers care about: revenue.

Watch our video to find out how to tackle the objection, “could you send it to me an email?”

Sales Qualified Lead

An SQL is a lead that came from your sales team. You can also have a Marketing Qualified Lead, or MQL, which is a lead that comes from your marketing team.

Read our article on lead qualification for more information.

Make sure you persuaded the prospects who attended the presentation

You should have already asked who the decision-makers are before you set up the presentation, and you should make sure that you only present to someone who can make a decision, even if you can’t talk to the whole team.

Don’t try to set up another sales presentation with the rest of the team—you need to have faith that the prospect you presented to is persuaded and can, in turn, persuade their colleagues.

Watch our video on how to handle the objection “I need to talk to the team and get back to you”.

Forecasting sales based on how likely every deal in your pipeline is to close

Opportunity stage forecasting involves taking a close look at what’s in your pipeline and each deal’s probability of closing. The closer to the end of your pipeline, the greater the chance a deal has of closing.

You then assign a probability to each stage of the pipeline. For example, if you see that one in five of the prospects with whom you schedule a demo become customers, you know that this stage of the pipeline has a 20% likelihood to close.

Find out how you can create a solid sales forecasting method in our article.

The Challenger

According to their book, “The Challenger Sale”, successful salespeople have a different view of the world, understand the customer’s business, love to debate and push the customer to get out of their comfort zone.

Find out how you can adopt the Challenger sales model in our in-depth guide.

Relevant

Here are all the SMART objectives:

• Specific: A clear explanation of the objective and its steps
• Measurable: Ensure there are metrics in place to measure the objective’s success
• Achievable: The objective should be realistic, but still challenging
• Relevant: Make sure that the objective is consistent with your business’s and team’s goals and strategy
• Time-based: Set out an accurate and clear timescale for the objective

For guidance on creating objectives for your team, read our article on sales objectives.

Prospecting

Before you start qualifying or contacting your customers, you need to find them.

Read more about these stages in our article about creating a sales process.

A Customer Relationship Management tool

In reality, it could be any of these answers. With the right CRM tool, you can monitor, measure, maintain and retain customers, clients, prospects and leads.

Read our article on CRM for more information.

SNAP Selling

As the name suggests, SNAP Selling is all about keeping the sales process short and sweet.

• Keep It Simple: Make your proposal and process as simple as possible for customers
• Be iNvaluable: Make sure that your customers rely on you
• Always Align: Always link back to your customers’ objectives, challenges and needs
• Raise Priorities: Ensure that they focus on what’s most important

Read our guide to sales methodologies to find the right one for your business.

Chatbot

A chatbot is a program that uses text, and occasionally voice, to conduct conversations in a friendly, human-like manner.

Read our article to find out how a website chatbot could help boost your sales.

Budget

You can use the BANT framework to assess and qualify potential customers. Ask them (and yourself) these questions:

• Budget: Do they have the resources allowing them to buy?
• Authority: Do they have the ability to make the final decision?
• Need: Can you solve their problem(s)?
• Timeline: When are they planning to invest in a solution?

Read our sales strategy article for guidance on how to find, qualify, contact and convert potential customers.

A question that only has a ‘yes’ or ‘no’ response.

Closed questions are a powerful tool for salespeople on a sales call. Read our guide to cold calling article for tips and 25 cold calling scripts you can try.