Questions

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 Scold them for having an outdated attitude about automation, and show them case studies of how teams fail miserably without automation.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

 

Which of the following is NOT a good way of asking sales teams about their outreach strategy?

 

• Be patient and earn trust before extracting data
• Ask them where they get their leads from
• Ask them what additional features or tools they would like to do their job better
• Remind them that dishonest answers will result in them being immediately fired
• Ask them what the most frustrating part of their day-to-day work is

 

 

True or False?: Pay close attention to the pilot team’s feedback. Without their approval, you risk creating a setup that won’t actually help your client’s sales reps maximize their potential.

 

• True

 

• False

 

 

Which of the following is NOT an appropriate discovery question to ask clients when trying to plan automation strategy?

 

• How do reps surface pertinent information about leads?
• How does management know when new deals close?
• How do you create and share the important sales reports?
• Which reps should be fired for failing to consult sales reports?