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November 2016 - New Hire Training SME Sales Week 3

A _____ should be created in Salesforce to create a reminder for an upcoming event, while a _____ should be scheduled in your calendar
Logged Call/Appointment
Task/Logged Call
Appointment/Task
Task/Appointment
Does your Lead Queue report on your Homepage Dashboard utilize Created Date or Last Interesting Moment Date?
Created Date
Last Interesting Moment Date
Neither
Both
Which of the below most accurately describes a Whitespace Report?
A list of businesses who have not yet partnered with Trustwave
A historical view of all products/services my Accounts have purchased
A historical view of all CVS opportunities my Accounts have purchased
None of the above
What are the names of the two bundles MSSFlex is sold as?
Compliance Essentials and Security Plus
Secure Compliance and UTM Plus
Secure Endpoints and Managed Firewall
Trustwave Flex and Compliance Manager
Which party secures the PO from the Customer in a Reseller situation?
Trustwave Sales Rep
The partner (reseller)
No PO is required
Trustwave Sales Manager
What type of Partner is defined as a credit card processor or credit card issuer who refers their merchants to Trustwave?
Alliance Partner
Distributor Partner
Referral Partner
Reseller Partner
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
What is the target market for MSS Flex?
Manufacturing
Hosting
Hospitality and Franchise
Retail
Which of the below best defines your "Pipeline?"
A list of opportunities that may close in the future
A list of existing businesses who currently use Trustwave products
A list of opportunities that are guaranteed to close within 1 month
A list of opportunities that you will not close
True/False: You must log all calls you make in Salesforce
True
False
Which hardware device should you lead with in MSSFlex deals?
Fortinet UTM
Cisco SourceFire IPS
Trustwave UTM
FireEye WildFire
In terms of Lead Ratings, what rating is automatically assigned to reps and requires *immediate* follow up
Responder
Marketing Qualified Leads (MQLs)
Sales Ready Leads (SRLs)
Both MQLs and SRLs
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
How would you indicate that a Closed/Won deal came from a Referral Partner?
Email your Sales Manager with the SF opportunity link
Email Sales Ops with the SF opportunity link
Check the "Referral Fee" box in Salesforce
None of the above
In order to bill monthly or quarterly, your TCV must have an annual value of ____
$8K
$10K
$15K
No minimum
What is the best description of MSS Flex?
A single stand-alone product
A bundle of integrated, managed services
A bundled marketing program for RSA 2016
A combination of products and services to support payment processors
If you're actively following up on a lead, you should immediately change the Lead Status to ___
Qualifying
Qualified
Archived
Rejected
Which selection below is not a valid Transaction Type Definition?
Add-On Product or Service
New Customer
Old Customer
Renewal License or Service
What is the purpose of the Alliance Team?
Manage Merchant Programs to help Alliance partners drive PCI adoption
Drive merchant awareness through marketing initiatives
Work with partner sales to enable Trustwave direct opportunities
All of the above
What is the expectation from Trustwave management if you are assigned a Task from marketing?
Follow up on the Task by the due date and change Task Status from “Assigned” to “Completed”
Tasks do not require mandatory follow up, but are helpful for closing business
Follow up on Task and make a mental note of completion
Ignore Task notifications
Waiting more than 24 hours to follow up on a lead decreases the chance of further qualifying that lead and converting to an opportunity by ___%VS following up within 1 hour
45%
10%
60%
None of the above
When selling through a reseller, what additional documents do you need for your order aside from the partner agreement?
Non-Disclosure Agreement (NDA)
Purchase Order (PO)
Statement of Work (SOW)
None 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 in the sales process should you bring legal in to review your client agreement/addendum via Salesforce Deal Desk Approval (DDA)?
Before sending to client
After client signs document
When client marks up document
Only when client’s legal team has questions
What feature in Salesforce helps you to stay organized by creating a checklist of items to complete?
Contacts
Opportunities
Work Orders
Tasks
Enter your name
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