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February/March 2017 - New Hire Training SME Sales Week 4

What sales and bookings value is quota attained against and measured for commissions purposes?
TCV
MRR
QRR
ACV
What does DLP stand for? (In the context of Trustwave products and solutions)
Digital Light Processing
Data Loss Prevention
Democratic Labor Party
Diagnostics of Loss Potential
During the provisioning process the customer will need to provide which of the following:
Shipping information for hardware
Provisioning information such as IP addresses and firewall rules
Qualified personnel during install to test their systems
Information on third-party devices and firewall rules
All of the above
You should ask for referrals when:
The customer had a positive experience
The customer turns you down
The customer wants a better price
All of the above
All of the above except B
Which combination of vendors all have a managed anti-malware service with a zero-malware guarantee?
IBM, FireEye, Trustwave
McAfee, FireEye, Trustwave
Symantec, Sophos, Trustwave
None of the above
Which of the answers below is an example of creating urgency?
Reiterate the client's goals
Send with expiry
Check for remaining concerns
All of the above
All of the above except C
When should you spread the discount evenly in Salesforce?
When you want to avoid discount approval
When selling all services/products in the same bundle
Never - discounts should not be the same
A & B
True/False: Provisioning will make sure the firewall configuration is PCI Compliant upon install
True
False
If you close a deal and earn the commission in March, what month will you receive the commission in your paycheck?
March
April
May
June
DLP Monitor and Protect (Web and Email) are collectively known as:
DLP Enterprise
DLP Network
DLP Discover
Endpoint DLP
How can you make changes to a quote that has been submitted?
Email Sales Ops to make the change
Wait for Sales Ops to reject and send back to you
Use the "Clone with Configurations" button to clone the quote and start over
Change the stage to "Closed Lost" to reopen the opportunity
Why do most other gateways fail to stop new malware in real time?
They look for known code strings or use “out of line” sandboxes
Technology is consistently outdated
Breach response services/forensics are more profitable
All of the above
Your customer has some concerns about the security of their WiFi network in their brick and mortar stores: what SpiderLabs service would you recommend, and how would you price it?
MST Internal Network Penetration Test - Tier 3
Legacy Test - Onsite WiFi Assessment
MST Application Test - Tier 3
None of the above
Traditional Salespeople first focus on ____, and only then focus on ____
Why Us/Why Change
Close/Present
Why Change/Why Us
Qualify/Close
Which of the following is *not* delivered by provisioning?
UTM
IVS
Licensed, customer-owned products
SEG
What is the % of ACV earned in year 1 of a dirty language contract?
100%
95%
90%
30%
DLP Discover is focused on what kind of data?
Data in Motion
Data in the Cloud
Data at Rest
All of the above
When handling an Objection at the beginning of the Sales Process (Steps 1-3), you will use this process:
ARP
APP
APIP
None of the above
How do you update shipping or billing information on an opportunity?
Email Sales Ops to make the change
Change the stage to "Closed Lost" to reopen the opportunity
Update Contact Information
None of the above
I can work with the client on making amendments to their signed contract.
True
False
DLP Functionality (usually somewhat limited in nature) included as an option in a separate product is known as:
Lite DLP
Partial DLP
Integrated or Embedded DLP
DLP Pro
Which step is the most important in our Sales Process?
All of them
SE Discovery
Business Discovery
Presentation
Which of the below makes Trustwave Managed Anti-Malware the best web gateway security available?
More layers of engines
Patented technology and zero-malware guarantee
Most in-depth, robust solution
None of the above
ARP stands for:
Admit, Reply, Pardon
Argue, Retort, Plead
Acknowledge, Request, Pivot
Acknowledge, Respond, Pivot
When are you allowed to sell CVS without Scanning?
When client currently has scanning with a different vendor
When client currently has scanning with Trustwave
When client agrees to pay more for CVS services
Never
What is an effective Marketing resource to leverage in your selling efforts?
Trustwave Corporate Video
Sales Email Templates
Security Reports & Whitepapers
Product Focused Talking Points
All of the above
What determines if a test should be delivered under the MST or Legacy model?
If the test is required for PCI Compliance
If the customer worked with Trustwave before MST was available
If the testing requires a consultant to go onsite
None of the above
When your customer is on credit hold, you cannot process any further opportunities until it is cleared.
True
False
Your customer has a mobile app that they would like to test. Which option below should you present to the client?
Legacy Application Test
MST External Network Penetration Test - Tier 3
MST Application Test - Tier 3
None of the above
Enter your name
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