Questions

When is it okay to ignore deadlines in your running log of implementation tasks?

 

• When you have reason to believe that the client doesn’t care about the deadlines
• When you know that you can earn a larger commission by going over the deadlines
• When the log is completely outdated, seems to be from a different project, and does not reflect any of the tasks you have discussed with the project manager and supervisory committee
• When you are bored with the client’s sales process and dislike their sales leaders
• You should never ignore deadlines. If you think something is incorrect, clarify it with the project manager and supervisory committee before deciding to ignore it.

 

or

 

• When you have reason to believe that the client doesn’t care about the deadlines
• When you know that you can earn a larger commission by going over the deadlines
• When the log is completely outdated, seems to be from a different project, and does not reflect any of the tasks you have discussed with the strategist and supervisory committee
• When you are bored with the website’s UX design and want to hire a new UX designer
• You should never ignore deadlines. If you think something is incorrect, clarify it with the strategist and supervisory committee before deciding to ignore it

 

Why does the evaluation period matter in a Sales Hub implementation?

 

• Because the client should be given time to evaluate whether the finished product meets their expectations
• Because you cannot complete a CRM implementation without a thorough CMS implementation process
• Because the project manager’s variable compensation is determined by how many correct deductions they made throughout the timeline of the implementation.
• Because project management tools reduce friction and remove barriers in your team’s operational support structure.

 

Which of the following steps should you complete for building Sales-Service alignment, as opposed to Sales-Marketing alignment?

 

• Determining how support and service team members should work with sales on potential upsells/upgrades, NPS feedback from clients, etc.
• Defining lead status properties
• Developing their buyer personas
• Defining their lifecycle stages

 

Scenario: Your client sells highly sophisticated and customized products and services in the financial technology industry. Your client champion does not believe that their sales team’s approach can be automated in any way. They seem to think that the Sales Hub tools won’t be helpful because of how personalized and consultative their sales process is. How do you respond to this objection?

 

• Ask them what they are afraid of losing by adopting some automation. Work with them to figure out which parts of the sales process are repetitive and manual. Assure them that nothing will be automated without their consent.
• Ask them why they’re paranoid about AI and automation. Scold them for having an outdated attitude about automation, and show them case studies of how teams fail miserably without automation. Scare them into doing the right thing.
• Accept their answer and move on. You can’t help them unless they want to change their process.
• Go behind the champion’s back and start implementing the automation tools with the help of a few disgruntled members of his sales team. You don’t need the champion’s approval or agreement to move forward.

 

Which of the following steps should you implement in order to build an outreach playbook for your client?

 

• Create a checklist of all outreach steps
• Build an outreach process diagram
• Get buy-in from all stakeholders on any outreach process changes
• Help the team decide which metrics to focus on
• All of the above

 

 

True or false? Once you have constructed an outreach process diagram for your client, you will be able to visualize the gaps in their process, and can start determining which gaps to tackle first.

 

• True

 

• False