April 2017 - New Hire Training SME Sales Week 2
Mastering SME Sales Training
Prepare yourself for success in SME Sales with our comprehensive quiz designed for new hires. Test your knowledge on essential concepts and practices that will elevate your skills and understanding of our sales processes.
Key Features:
- 30 multiple choice and checkbox questions
- Focus on real-world application and business discovery
- Instant feedback on your performance
What type of Statement of Work would you need to create for an existing client who already has terms and conditions in place?
Master Agreement
Addendum
Purchase Order Exception Form
Modification Agreement
What is the goal of the Business Discovery?
To help your client see the value in partnering with Trustwave
To learn what products the client is most interested in
To help the client realize the need to change what they are currently doing
To provide a demo and basic overview of Trustwave's portfolio of solutions
What department handles lead assignments?
CRM Admin
Delivery Ops
Sales
Sales Ops
Does your Lead Queue report on your Homepage Dashboard utilize Created Date or Last Interesting Moment Date?
Created Date
Late Interesting Moment Date
Neither
Both
What must you ALWAYS select from the SOW Builder?
Table of Contents page
About Trustwave page
SpiderLabs MST Services
PO Exception Form
The last T in TUIT stands for:
Typically this will go one of two ways: this may be a fit and we can discuss next steps, or it may not be a fit and we can part ways no problem.
Thank you for your time
Typically this will go one of two ways: this may not be a fit, and if that is the case we can part ways no problem, however many clients see the value in moving forward, in which case we can discuss those next steps
Typically this goes well for most clients I speak with, and we can outline next steps at the end of this conversation.
What types of things can you modify in a Statement of Work? (without consulting outside departments)
Pricing
Proposal expiration (How long the proposal is valid)
Terms and Conditions
Contract term dates
All of the above
All of the above except for C
Leads can be assigned based on which of the following criteria?
Client Request
Industry, State/Province
Rep Request
Sales Ops' discretion
If a duplicate account exists in Salesforce, what should you do?
Email Sales Ops to merge accounts
Delete the duplicate account
Leave the record alone and continue to work under the primary account
Edit the Account Name to read "Duplicate Account - Do Not Contact"
When sending your SE a Calendar Invitation, you *must* include the following information:
ACE and RAP
Budget
Call Participants/Roles in Organization
Past issues/relationship with Trustwave
All of the above
All of the above except B
True/False: The majority of emails today are still read on a desktop computer
True
False
In Presentation, "The What" delivers _______, while "The How" delivers ______.
Our Value/Your Reason
Reason for Call/How it works
Emotional Connection/Logical Outline
Products Involved/Cost to Client
An email should contain no more than ____ action items
1
2
3
As long as you use bullet points, you can outline multiple action items
How many times should you attempt to contact a lead before moving the lead to "archive"?
1-2 attempts
3-5 attempts
5-8 attempts
1 email and 1 phone call
In Presentation "The How," we must be sure to cover the following items with our client
Products Involved
Terms and Conditions of Agreement
Timeline for Implementation
Cost of Solution
All of the above
All of the above except D
The four levels of Penetration Testing types include:
Basic, Intermediate, Targeted, Advanced
Basic, Opportunistic, Targeted, Advanced
Basic, Secondary, Advanced, Platinum
None of the above
In Presentation "The What," we use ____________ as a way to anticipate the client's objections and address them early in the conversation
Common Ground
Audience
Objective
Real Benefits
ACE stands for
Admit Customer Exceptions
Always Carefully Examine
Address Customer Expectations
Address Cost Efficiency
Which of the following are vulnerabilities that typically contribute to a compromise which TVM can detect:
A. Weak Remote Access Security
B. Weak Passwords
C. Using Windows
D. Unpatched Vulnerabilities
E. A, B, & D
F. All of the above
True/False: The purpose of SE Discovery is to uncover the client's need to change
True
False
True or False: Sales Ready Leads must be followed up on within 24 hours
True
False
Who can sign a legal document on behalf of Trustwave?
CEO
Sales Rep
Sales Manager
VP of Sales
If you're actively following up on lead, you should immediately change the Lead Status to:
Qualifying
Qualified
Archived
Rejected
What is a scan?
Live Host Discovery
Port Service Fingerprinting
Test of a Live Host
All of the above
______% of people say they look at the right hand side of their screen
25
60
30
70
At the very end of the Sales Process, we can refer back to ________, and state that we believe we have found a fit.
TUIT
Typical Problem/Typical Client
Anchor Statement
Business Discovery
TVM provides both EVS (External Vulnerability Scanning) and IVS (Internal Vulnerability Scanning).
True
False
Which of the below is not a step in "Our Story" (Presentation: The What)
Audience
Common Ground
Objective
Tradeoff
WIIFM
Which of the following is not a competitor of Trustwave?
Qualys
Rapid7
Apple
Tenable
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