CCM Sales & Business Development Flashcards
6 cards from real CCM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CCM Sales & Business Development flashcards as text
What does the term 'churn rate' measure in a subscription-based business model?
Answer: Percentage of customers who cancel within a period
Churn rate is the percentage of customers who stop doing business with a company over a given time period.
A CCM wants to identify which market segments offer the highest growth potential. Which framework is most appropriate?
Answer: Ansoff Matrix
The Ansoff Matrix helps evaluate growth strategies across existing/new products and existing/new markets, directly addressing segment opportunity.
Which of the following is considered a key performance indicator (KPI) for a B2B business development team?
Answer: Sales cycle length
Sales cycle length measures the average time to close a deal, directly reflecting the efficiency of the business development process.
What is the main purpose of a competitive displacement strategy in sales?
Answer: To win customers who are currently using a competitor's product
Competitive displacement targets prospects currently using a rival solution by demonstrating superior value, features, or cost.
In the context of US commercial management, what does 'net revenue retention' (NRR) indicate?
Answer: Revenue retained from existing customers including expansion minus churn
NRR measures revenue from the existing customer base after accounting for expansions, downgrades, and cancellations — a key SaaS and B2B health metric.
Which approach involves building long-term relationships with a select group of high-value accounts using dedicated teams?
Answer: Account-based marketing (ABM)
Account-based marketing (ABM) concentrates resources on a defined set of high-value accounts, aligning sales and marketing to personalize the engagement.