Course Careers - Sales Technology Final Exam Study Set (100 out of 100) Questions and Verified Answers

What is a Sales Cadence?
A sequence of touch-points you do to attract your prospect to establish a connection to start an
engagement or sale.
What is the Sales Process (Sales Cycle)?
A set of Specific actions you follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?`
Research > Outreach > Discovery > Present > Follow Up > Close
What is a Sales Funnel?
A visual representation of sales processes with defined stages that every potential client goes
through as they are led toward a final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM?
A Centralized database that manages and maintains your relationships and interactions with
customers and potential customers.
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration)
Tracks the interactions and exchanges that occur between you and your prospects or customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence)
Collects and makes sense of company info from millions of data sources to help you understand
things like organization structure. It provides on two parts of the sales data market, Company
Data and Contact Data.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo