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 'cold calling' in the context of sales prospecting?
Answer: Contacting prospects who have no prior relationship with the salesperson
Cold calling involves reaching out by phone to potential customers who have had no previous contact or relationship with the salesperson or their company.
Which social media platform is most widely used for B2B prospecting?
Answer: LinkedIn
LinkedIn is the premier professional networking platform, making it the most effective social media channel for B2B prospecting and connecting with business decision-makers.
What is 'social selling' in the context of modern sales prospecting?
Answer: Using social media networks to find, connect with, and build relationships with prospects
Social selling leverages social media platforms to identify prospects, build rapport, and nurture relationships that eventually evolve into sales opportunities.
What is the recommended approach when leaving a voicemail during a prospecting outreach?
Answer: Keep it brief, state your name and company, and include a clear call to action
Effective prospecting voicemails should be concise (20-30 seconds), clearly identify the caller and company, offer a compelling reason to respond, and provide a clear next step.
What does 'prospecting cadence' refer to in a sales outreach strategy?
Answer: A structured sequence of multi-channel touchpoints executed over a defined time period
A prospecting cadence is a planned, multi-channel outreach sequence—combining emails, calls, and social touches—designed to systematically engage prospects over a specific timeframe.
Which of the following best describes 'account-based prospecting' (ABP)?
Answer: Focusing prospecting resources on a select list of high-value target company accounts
Account-based prospecting concentrates sales resources on identifying and pursuing a defined list of strategically selected high-value accounts with highly personalized outreach.
What is a 'referral' in the context of sales prospecting, and why is it valuable?
Answer: A recommendation or introduction from an existing customer or trusted contact that typically increases close rates
A referral is a lead generated when an existing customer or contact vouches for and introduces the salesperson to a potential buyer, typically resulting in significantly higher trust and close rates.