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
What is 'social selling' in a B2B context?
Answer: Using social platforms to research prospects, build relationships, and engage buyers before a formal sales conversation
Social selling leverages platforms like LinkedIn to establish credibility, research buyers, and warm up relationships prior to direct sales outreach.
Which demand generation tactic is best suited to building awareness with net-new accounts that have never heard of your brand?
Answer: Thought leadership content distributed on industry publications
Distributing thought leadership through industry publications reaches audiences outside your existing database who are unfamiliar with your brand.
What is a 'win/loss analysis' and why is it valuable for sales enablement?
Answer: A structured review of why deals were won or lost to improve sales messaging and process
Win/loss analysis interviews buyers and reviews deal data to surface patterns that inform better sales content, training, and competitive positioning.
Which element is most critical when designing a B2B lead generation landing page?
Answer: A clear, single call-to-action aligned with the offer and audience's stage
A single, clear CTA removes friction and focuses the visitor on one desired action, maximizing conversion rates on lead generation landing pages.
What is the primary goal of 'lead recycling' in B2B pipeline management?
Answer: Re-engaging disqualified or stalled leads through nurture when their situation may have changed
Lead recycling puts previously disqualified or dormant leads back into nurture tracks, recognizing that timing, budget, or need may change over time.
Which sales enablement practice helps reps handle competitive objections effectively?
Answer: Providing regularly updated battle cards with competitive differentiators and counter-messaging
Battle cards give reps concise, current information on competitors' strengths and weaknesses, enabling confident and accurate responses to competitive objections.
What does 'pipeline coverage ratio' indicate in B2B sales planning?
Answer: The ratio of pipeline value to quota, showing whether there is enough opportunity to hit targets
Pipeline coverage ratio (typically 3x–4x quota) indicates whether a team has sufficient pipeline value to achieve its revenue targets given expected win rates.