Lecture 4

Question 1

Quota and Pipeline Mechanics:

Answer 1

As your career advances your quota increases, Your company assigns quota based upon the amount of new revenue they need in a period to achieve their revenue goals, You are typically “over-quota’d” by 15%-30% of what the company actually needs in revenue.

Question 2

6 sales stages:

Answer 2

Prospecting, Discovery, demo, proposal, negotiate, contract/legal.

Question 3

Common Law of Business Balance:

Answer 3

Business can be good, fast, or cheap, and can only choose 2/3. Good/cheap is slow, good/fast is expensive, cheap/fast is low quality.

Question 4

Company Value Proposition:

Answer 4

Microsoft empowers people and organizations to achieve more through innovative, secure, and scalable technology—delivering productivity, cloud, and AI solutions that drive digital transformation and business success.

Question 5

Product Value proposition:

Answer 5

YETI water bottles deliver unmatched durability and temperature retention, keeping drinks cold (or hot) for hours—built for those who demand performance in any environment.

Question 6

Win Rate:

Answer 6

The largest driver of how much pipeline you need to have to cover your quota