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Which of the following is NOT a good topic to cover in a weekly smarketing meeting?   A)   Updates on progress towards each team’s SL...


Which of the following is NOT a good topic to cover in a weekly smarketing meeting?

  A)  Updates on progress towards each team’s SLA / goals
  B)  Tips for following up with marketing leads based on recent campaigns
  C)  Discussions to resolve specific interpersonal disputes between Sales and Marketing
  D)  Updates about product features and services

  Which of the following is a sign that you do NOT have closed-loop reporting set up?   A)   The marketing team does not have a metri...


 Which of the following is a sign that you do NOT have closed-loop reporting set up?

  A)  The marketing team does not have a metrics-based goal.
  B)  The sales team says they don’t have enough leads.
  C)  You send leads to sales and only get negative feedback.
  D)  The sales team receives leads without additional intelligence about what content they viewed on your website.

Traditionally, salespeople have interrupted prospects, pitched their product, and closed hard. As an inbound sales rep, how do you best p...


Traditionally, salespeople have interrupted prospects, pitched their product, and closed hard. As an inbound sales rep, how do you best put yourself in the position to be a sales educator?

  A)  Ask your prospect as many questions as you can think of.
  B)  Increase your number of LinkedIn followers.
  C)  Follow your own agenda.
  D)  Become the ultimate listening machine.

  When dealing with prospects over the phone, each prospect should always walk away having learned something from you – no matter the out...


 When dealing with prospects over the phone, each prospect should always walk away having learned something from you – no matter the outcome of the call.

  A)  TRUE
  B)  FALSE

Your sales manager wants you to focus on explaining the value of your product or service in a way that helps your prospect identify with ...


Your sales manager wants you to focus on explaining the value of your product or service in a way that helps your prospect identify with the pain you solve for. Which of the following is the MOST effective way to accomplish this?

  A)  Ask close ended questions.
  B)  Use a static pitch about your product or services’ benefits.
  C)  Ask leading questions.
  D)  Use positioning statements.

Your company has decided to use an inbound approach to sales. Which of the following does NOT align with your company’s new inbound sales...


Your company has decided to use an inbound approach to sales. Which of the following does NOT align with your company’s new inbound sales practices?

  A)  Leveraging the buyer’s context on calls.
  B)  Using a static “sales pitch” on all calls.
  C)  Creating content for each stage of the Buyer’s Journey.
  D)  Building rapport with your prospect.

Your company makes high-end LED light fixtures. You have two target audiences: architects who design commercial buildings and contractors...


Your company makes high-end LED light fixtures. You have two target audiences: architects who design commercial buildings and contractors who work on building renovations. You need to send a different email to each audience. Which of the following would be the most effective way to segment your list?

  A)  Segment by role and industry.
  B)  Segment by geography and role.
  C)  Segment by page views and geography.
  D)  Not enough information provided
  E)  Segment by page views and industry.

Buyers have so much information available to them that they typically have already made 30% of their purchase decision before even talkin...


Buyers have so much information available to them that they typically have already made 30% of their purchase decision before even talking to a sales rep.

  A)  TRUE
  B)  FALSE

Which of the following is a way you could segment your contacts database?   A)   State or province   B)   Company industry   C)  ...


Which of the following is a way you could segment your contacts database?

  A)  State or province
  B)  Company industry
  C)  Job function
  D)  Number of social media followers
  E)  All of the above

Which of the following is the BEST example of how email can be used to generate new leads?   A)   Contacts replying to your email wit...


Which of the following is the BEST example of how email can be used to generate new leads?

  A)  Contacts replying to your email with new information about themselves.
  B)  Contacts forwarding your email to their networks.
  C)  Emails tailored to recipients through the use of personalization tokens builds trust in your organization.
  D)  High CTA click-through rate on a website page linked to in an email.

Which of the following copy focuses on benefits, not features?   A)   Grow your professional network.   B)   This app automatically...


Which of the following copy focuses on benefits, not features?

  A)  Grow your professional network.
  B)  This app automatically loads your conversion history
  C)  Get sent notifications in real time
  D)  Schedule email sends in advance

Calls-to-action are primarily used for offers targeted to prospects who are in the awareness stage of the Buyer’s Journey.   A)   TRU...


Calls-to-action are primarily used for offers targeted to prospects who are in the awareness stage of the Buyer’s Journey.

  A)  TRUE
  B)  FALSE

What do a CTA, landing page, and thank you page create when working together?   A)   Conversion path   B)   Promotion strategy   ...


What do a CTA, landing page, and thank you page create when working together?

  A)  Conversion path
  B)  Promotion strategy
  C)  Marketing optimization
  D)  Marketing promotion







You’ve created a thank you page that you want to use to not only deliver the offer, but also move people farther through the buyer’s jour...


You’ve created a thank you page that you want to use to not only deliver the offer, but also move people farther through the buyer’s journey. What can you add to your thank you page to help guide a potential customer to the decision stage of the Buyer’s Journey?

  A)  A call-to-action for an industry-related eBook.
  B)  A call-to-action for a product demo.
  C)  A link to your “About Us” page.
  D)  Social media sharing options.


When an individual is looking to purchase a solution to solve a problem or fulfill a need/want, what is the typical order of their buyer’...


When an individual is looking to purchase a solution to solve a problem or fulfill a need/want, what is the typical order of their buyer’s journey?

  A)  1) Have realized and expressed symptoms of a potential problem or opportunity, 2) Have clearly defined and given a name to their problem or opportunity, 3) Have defined their solution strategy, method
  B)  1) Have clearly defined and given a name to their problem or opportunity, 2) Have defined their solution strategy, method or approach, 3) Have had their problem solved by their solution strategy.
  C)  1) Have realized and expressed symptoms of a potential problem or opportunity, 2) Have clearly defined and selected a solution type to solve the problem or opportunity, 3) Have defined their solution
  D)  1) Have clearly defined and given a name to their problem or opportunity, 3) Have defined their solution strategy, method or approach, 3) Purchased their ideal solution and began to evaluate it.

The goal of a call-to-action is to:   A)   Bring users to a thank you page.   B)   Guide website visitors to a landing page.   C)...


The goal of a call-to-action is to:

  A)  Bring users to a thank you page.
  B)  Guide website visitors to a landing page.
  C)  Ask anonymous visitors or existing contacts for their contact information.
  D)  Help sales reps call their most qualified leads.

What defines a clear conversion path?   A)   Multiple calls-to-action across your website that lead to the same landing page.   B) ...


What defines a clear conversion path?

  A)  Multiple calls-to-action across your website that lead to the same landing page.
  B)  Consistency of images and text between calls-to-action and thank you pages but use of visually
unique landing pages to promote form submissions.
  C)  Consistency of images and text between calls-to-action, landing pages, and thank you pages.
  D)  Multiple calls-to-action on one page to direct users where to click next.


A landing page is specifically designed:   A)   To give away checklists, whitepapers & eBooks.   B)   To direct visitors to you...


A landing page is specifically designed:

  A)  To give away checklists, whitepapers & eBooks.
  B)  To direct visitors to your thank you pages.
  C)  For leads to request demos, prices & quotes.
  D)  To convert visitors to leads.

All visitors who download a whitepaper or eBook over 10 pages in length are qualified leads.   A)   TRUE   B)   FALSE


All visitors who download a whitepaper or eBook over 10 pages in length are qualified leads.

  A)  TRUE
  B)  FALSE

A properly optimized landing page should contain which of the following components?   A)   A relevant image; social media “share” ico...


A properly optimized landing page should contain which of the following components?

 A)  A relevant image; social media “share” icons; a clear, compelling and concise headline; benefits of the marketing offer in bullets.
  B)  A clear, compelling and concise headline; website navigation; social media “follow me” icons; a relevant image.
  C)  A clear, compelling and concise headline; website navigation; social media “share” icons; a relevant image.
  D)  Benefits of the marketing offer in bullets; social media “follow me” icons; a relevant image; website navigation.