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Cert++

Resource Pack
ยทStudy Checklist

Sales Foundations

Study Progress
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Describe the elements of territory planning. 0/11

Create an approach to engage key accounts. 0/9

Calculate sales quota attainability based on account, territory, and prospect insights. 0/9

Develop business relationships and build partnerships with key roles and personas. 0/12

Demonstrate thought leadership and build credibility to shift the customer's thinking. 0/7

Leverage multiple touchpoints to build prospect interest and align on why a solution meets their needs. 0/10

Nurture relationships and drive product adoption to maximize value for the customer. 0/12

Identify how to qualify a prospect and when to move to the next stage of the sales process. 0/13

Determine customer's business strategies, goals, initiatives, and challenges to define the scope of the solution. 0/15

Develop and present the value proposition of a solution based on customer needs. 0/14

Identify and remove all challenges to finalize the deal. 0/13

Gain customer commitment and close formal contract. 0/10

Identify and generate new pipeline. 0/12

Analyze pipeline health insights ensuring data integrity to improve customer relevance. 0/16

Explain pipe progression and stage velocity. 0/10

Assess forecast accuracy to drive opportunity consistency. 0/11

Measure the risks and opportunities associated with a business deal. 0/8

Explain key inputs that drive the forecasting process. 0/8

Identify the actions needed to book and fulfill orders. 0/7

Identify the post-sales customer journey. 0/14

Assess customer realized and expected value. 0/12