Lead Generation and Prospecting Flashcards
7 cards from real SPC 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 and Prospecting flashcards as text
What is the primary difference between inbound and outbound lead generation strategies?
Answer: Inbound attracts prospects to the company while outbound reaches out to prospects directly
Inbound lead generation draws prospects in through valuable content and marketing, while outbound involves proactive outreach to potential customers.
Which acronym is widely used in sales to qualify leads based on Budget, Authority, Need, and Timeline?
Answer: BANT
BANT (Budget, Authority, Need, Timeline) is a widely adopted lead qualification framework that helps salespeople assess whether a prospect is worth pursuing.
What is a 'lead magnet' in the context of inbound lead generation?
Answer: A free offer or resource exchanged for a prospect's contact information
A lead magnet is a free, valuable resource—such as an eBook, webinar, or checklist—offered in exchange for a prospect's contact information.
What does 'top of funnel' (TOFU) refer to in a sales and marketing context?
Answer: The awareness stage where potential leads are first introduced to a brand
Top of funnel (TOFU) represents the awareness stage where prospects are just learning about a company before expressing specific interest or purchase intent.
Which of the following best describes a 'warm lead'?
Answer: A prospect who downloaded company content and visited the pricing page
A warm lead has already shown purchase intent through specific engagement actions like downloading content or visiting key pages, distinguishing them from cold or unqualified contacts.
What is the primary purpose of a CRM system in a lead generation process?
Answer: To track, manage, and nurture leads systematically through the sales pipeline
CRM systems centralize lead data, track all interactions, and help sales teams manage and nurture prospects through each stage of the pipeline in an organized way.
What distinguishes a Marketing Qualified Lead (MQL) from a Sales Qualified Lead (SQL)?
Answer: MQLs have met marketing engagement thresholds while SQLs have been vetted by sales as ready for direct outreach
An MQL has met marketing engagement criteria suggesting interest, while an SQL has been reviewed by sales and confirmed to have sufficient intent and fit to receive direct sales outreach.