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
In the MEDDIC sales qualification framework, what does the 'M' represent?
Answer: Metrics — the quantifiable business value the prospect expects to achieve
In MEDDIC, Metrics refers to the measurable business outcomes and ROI the prospect expects from the solution, helping salespeople quantify the value proposition.
What is 'lead scoring' in sales and marketing operations?
Answer: Assigning numerical values to leads based on their likelihood to convert to customers
Lead scoring assigns numerical values to leads based on demographic fit and behavioral engagement signals to help sales prioritize prospects with the highest conversion probability.
What is the 'sales pipeline' in lead management?
Answer: A visual representation of prospects at each stage of the sales process
A sales pipeline is a visual management tool that tracks where every prospect sits in the buying journey—from first contact through close—enabling salespeople to manage and forecast their opportunities.
Which stage typically follows lead qualification in a standard B2B sales process?
Answer: Needs assessment or discovery conversation with the prospect
After a lead is qualified as a viable opportunity, the next step is a discovery or needs assessment to deeply understand the prospect's specific challenges and requirements before proposing a solution.
What is 'pipeline velocity' and why is it important in sales management?
Answer: The rate at which deals move through the sales pipeline toward close, reflecting sales efficiency
Pipeline velocity measures how quickly opportunities progress toward closed revenue by combining the number of deals, average deal value, win rate, and average sales cycle length.
What does a 'leaky funnel' indicate in lead management, and what is the primary risk?
Answer: Prospects dropping out at various stages without being properly nurtured or converted
A leaky funnel means prospects are exiting the pipeline unconverted at multiple stages, indicating gaps in nurturing, follow-up, or qualification that reduce overall sales conversion efficiency.
When a prospect says 'I need to think about it,' which response best demonstrates effective lead nurturing?
Answer: Acknowledge their concern, uncover specific hesitations, and schedule a follow-up with added value
Effective lead nurturing requires empathetically acknowledging objections, uncovering the underlying concern, and maintaining forward momentum by scheduling a concrete next step that delivers additional value.