June 2016 - New Hire Training SME Sales Week 4

How many new pieces of malware are generated in a typical day?

Hundreds

Thousands

50,000 to 75,000

1 million

When are you allowed to sell CVS without scanning?

When client currently has scanning with a different vendor

When client currently has scanning with Trustwave

When client agrees to pay more for CVS services

Never

True/False: You should never offer a client 1-year pricing unless they ask for it

True

False

What sales and bookings value is quota attained against and measured for commissions purposes?

TCV

MRR

QRR

ACV

What does DLP stand for? (In the context of Trustwave products and solutions)

Digital Light Processing

Data Loss Prevention

Democratic Labour Party

Diagnostics of Loss Potential

During the provisioning the customer will need to provide which of the following:

Shipping information for hardware

Provisioning information such as IP addresses and firewall rules

Qualified personnel during install to test their systems

Information on third-party devices and firewall rules

All of the above

You should ask for referrals when:

Which of the answers below is an example of creating urgency?

What DLP products does Trustwave offer?

Discover only

Endpoint

Discover, Monitor, Protect Web, & Protect Email

None of the above

When should you spread the discount evenly in SalesForce?

When you want to avoid discount approval

When selling all services/products in the same bundle

Never - discounts should not be the same

A and B

True/False: Provisioning will make sure the firewall configuration is PCI Compliant upon install

True

False

Why do most other gateways fail to stop new malware in real time?

They look for known code strings, or use out-of-line sandboxes

Technology is consistently outdated

Breach response services/forensics are more profitable

All of the above

If you close a deal and earn the commission in March, what month will you receive the commission in your paycheck?

March

April

May

June

DLP Monitor and Protect (Web and Email) are collectively known as:

DLP Enterprise

DLP Network

DLP Discover

Endpoint DLP

How can you make changes to a quote that has been submitted?

Email Sales Ops to make the change

Wait for Sales Ops to reject and send back to you

Use the "Clone with Configurations" button to clone the quote and start over

Change the stage to "Closed Lost" to reopen the opportunity

Traditional Salespeople first focus on ____, and only then focus on ____

Why Us/Why Change

Close/Present

Why Change/Why Us

Qualify/Close

Which of the following is *not* delivered by provisioning?

UTM

IVS

Licensed, customer-owned products

SEG

What is the % of ACV earned in year 1 of a dirty language contract?

100%

95%

90%

30%

DLP Discover is focused on what kind of data?

Data in Motion

Data in the Cloud

Data at Rest

All of the above

How do you update shipping or billing information on an opportunity?

Email Sales Ops to make the change

Change the stage to "Closed Lost" to reopen the opportunity

Update Contact Information

None of the above

Which vendors have a managed anti-malware service with a zero-malware guarantee?

IBM, FireEye, Trustwave

McAfee, FireEye, Trustwave

Symantec, Sophos, Trustwave

None of the above

What type of accelerators are you eligible to earn in your first year at TW?

Quarterly

Yearly

Quarterly and Yearly

None

True/False: If you want to close a client on a 3 year deal, you should never show them a 1 year option

True

False

DLP Functionality (usually somewhat limited in nature) included as an option in a separate product is known as:

Lite DLP

Partial DLP

Integrated or Embedded DLP

DLP Pro

Why is Trustwave Managed Anti-Malware the best web gateway security available?

More layers of engines

Patented technology and zero-malware guarantee

Most in-depth, robust solution

None of the above

Which step is the most important in our Sales Process?

All of them

SE Discovery

Business Discovery

Presentation

June 2016 - New Hire Training SME Sales Week 4

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