Lead Generation & Sales Enablement Flashcards
7 cards from real B2B practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Lead Generation & Sales Enablement flashcards as text
Which metric best measures the effectiveness of a sales enablement program?
Answer: Sales cycle length reduction
Sales cycle length reduction directly reflects how well enablement tools and content help reps move deals through the pipeline faster.
What is a 'lead magnet' in B2B lead generation?
Answer: A valuable free resource offered in exchange for contact information
A lead magnet is a high-value resource such as a whitepaper, template, or webinar offered free in exchange for a prospect's contact details.
In account-based marketing (ABM), which approach best aligns sales and marketing?
Answer: Both teams agree on a shared list of target accounts and coordinate outreach
ABM requires sales and marketing to co-select target accounts and orchestrate coordinated, personalized campaigns together.
What does 'sales velocity' measure?
Answer: The rate at which revenue is generated through the pipeline
Sales velocity measures how quickly deals move through the pipeline and generate revenue, calculated using deal count, win rate, deal value, and cycle length.
Which type of content is most effective at the 'consideration' stage of the B2B buyer journey?
Answer: Case studies and comparison guides
At the consideration stage, buyers are evaluating solutions, so case studies and comparison guides that demonstrate differentiated value are most effective.
What is the primary purpose of a sales playbook?
Answer: To provide reps with consistent messaging, talk tracks, and objection handling guides
A sales playbook standardizes best practices, messaging, and processes so every rep can engage prospects consistently and effectively.
Which lead nurturing tactic is most appropriate for a prospect who downloaded a technical whitepaper but has not requested a demo?
Answer: Send a series of educational emails with related technical content
A prospect engaging with technical content is in research mode, so continued educational nurturing builds trust until they are ready for a sales conversation.