January 2017 - New Hire Training SME Sales Week 2

What three areas make up SpiderLabs?

Research, Penetration Testing, Incident Response & Forensics

Research, GCRS, Incident Response & Forensics

Threat Management, Research, Penetration Testing

None of the above

What type of Statement of Work would you need to create for an existing client who already has terms and conditions in place?

Master Agreement

Addendum

Purchase Order Exception Form

Modification Agreement

What is the goal of the Business Discovery?

To help your client see the value in partnering with Trustwave

To learn what products the client is most interested in

To help the client realize the need to change what they are currently doing

To provide a demo and basic overview of Trustwave's portfolio of solutions

The four levels of Penetration Testing types include:

Basic, Intermediate, Targeted, Advanced

Basic, Opportunistic, Targeted, Advanced

Basic, Secondary, Advanced, Platinum

None of the above

What must you ALWAYS select from the SOW Builder?

Table of Contents page

About Trustwave page

SpiderLabs MST Services

PO Exception Form

The last T in TUIT stands for:

Typically this will go one of two ways: this may be a fit and we can discuss next steps, or it may not be a fit and we can part ways no problem.

Thank you for your time

Typically this will go one of two ways: this may not be a fit, and if that is the case we can part ways no problem, however many clients see the value in moving forward, in which case we can discuss those next steps

Typically this goes well for most clients I speak with, and we can outline next steps at the end of this conversation.

What types of things can you modify in a Statement of Work? (without consulting outside departments)

Leads can be assigned based on which of the following criteria?

Client Request

Industry, State/Province

Rep Request

Sales Ops' discretion

If a duplicate account exists in Salesforce, what should you do?

Email Sales Ops to merge accounts

Delete the duplicate account

Leave the record alone and continue to work under the primary account

Edit the Account Name to read "Duplicate Account - Do Not Contact"

When sending your SE a Calendar Invitation, you *must* include the following information:

An email should contain no more than ____ action items

As long as you use bullet points, you can outline multiple action items

In Presentation, "The What" delivers _______, while "The How" delivers ______.

Our Value/Your Reason

Reason for Call/How it works

Emotional Connection/Logical Outline

Products Involved/Cost to Client

In Presentation "The How," we must be sure to cover the following items with our client

In Presentation "The What," we use ____________ as a way to anticipate the client's objections and address them early in the conversation

Common Ground

Audience

Objective

Real Benefits

ACE stands for

Admit Customer Exceptions

Always Carefully Examine

Address Customer Expectations

Address Cost Efficiency

At the very end of the Sales Process, we can refer back to ________, and state that we believe we have found a fit.

TUIT

Typical Problem/Typical Client

Anchor Statement

Business Discovery

How many times should you attempt to contact a lead before moving the lead to "archive"?

1-2 attempts

3-5 attempts

5-8 attempts

1 email and 1 phone call

January 2017 - New Hire Training SME Sales Week 2

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