Sales Professional Salesforce-Sales-Representative Salesforce Study Notes

Attending industry conferences is how a sales rep should identify and generate new additions to the pipeline. A pipeline is a set of opportunities or potential customers that a sales rep is pursuing or managing in order to close sales. Attending industry conferences helps to network with prospects or customers who are interested or involved in the same field or market as thesales rep, as well as to showcase their products or services, generate leads, and build relationships.

A customer-centric proposal is one that emphasizes the value and benefits that the solution will provide to the customer, rather than the features and specifications of the product or service. By focusing more on the anticipated outcomes, the sales rep can show how the solution aligns with the customer’s objectives and needs, and how it will help them achieve their desired results. This will also help the sales rep differentiate themselves from the competition and build trust and credibility with the customer. References:

• Cert Prep: Salesforce Certified Sales Representative, Unit 4: Value Selling
• [Sales Rep Training], Unit 2: Sell with Value
• Salesforce Certified Sales Representative Exam Guide, Section 4: Value Selling

https://help.salesforce.com/s/articleView?id=sf.hvs_cadences_examples.htm &type=5

Whether the lead has sufficient buying power is the relevant information that the job title typically indicates about the lead to the sales rep. A lead is a prospect who has shown interest in the product or service that the sales rep offers. A job title is a designation or position that a person holds in an organization or company. A job title helps to indicate whether the lead has sufficient buying power, which means that they have the authority or influence to make a purchase decision or approve a budget for the product or service.