Skip to Content
Home └Odoo Sales Process └Touchpoint 0 Training: Lead Enrichment & Strategic Intelligence (Part 2)

Odoo Sales Process

0 %

Completed

Course content

Touchpoint 0 Training: Lead Enrichment & Strategic Intelligence (Part 2)

10 XP
Prev Next
Fullscreen Share

Transform raw lead data into sales gold with systematic 20-minute research that turns cold calls into warm conversations. Master the 4-phase enrichment framework: Digital Intelligence gathering, Business Context research, Pain Point hypothesis development, and BANT-Plus qualification scoring. Learn industry-specific research techniques, evidence-based pain point identification using the IMPACT framework, and smart lead routing for maximum efficiency. Stop wasting time on unqualified prospects and start every sales conversation with strategic intelligence. Achieve 60%+ Touchpoint 1 success rates, accelerate sales cycles by 30%, and position your company as business consultants who understand prospects' worlds before the first call. Research smarter, sell better.

Rating
0 0

There are no comments for now.

Join this Course
to be the first to leave a comment.

1. In the BANT-Plus scoring system, what is the maximum number of points for each BANT category?
a) 20 points b) 25 points c) 30 points d) 50 points
2. A lead scores 85 total points in BANT-Plus. How should this lead be classified and routed?
a) Cool lead - Junior Rep within 24 hours b) Warm lead - Experienced Rep within 4 hours c) Hot lead - Senior Sales Executive within 2 hours d) Cold lead - Nurture sequence
3. Which of the following would earn the HIGHEST Authority (A) score in BANT-Plus?
a) Department manager with some influence b) Individual contributor with limited authority c) CEO/Owner contact or clear decision maker d) Junior employee who attended trade show
4. When should you use a Touchpoint 0.5 verification call?
a) For all hot leads before routing to senior sales b) For cool leads (40-59 points) needing additional qualification c) For cold leads to try to upgrade them d) Only when requested by the sales team
5. What is the maximum recommended duration for a Touchpoint 0.5 verification call?
a) 5-10 minutes b) 15-20 minutes c) 20-30 minutes d) 30-45 minutes
6. What is the target research completion rate for Touchpoint 0?
a) 60% of leads fully enriched b) 70% of leads fully enriched c) 80% of leads fully enriched d) 90% of leads fully enriched
7. What target Touchpoint 1 success rate should enriched leads achieve?
a) 40%+ conversion to qualified opportunity b) 50%+ conversion to qualified opportunity c) 60%+ conversion to qualified opportunity d) 80%+ conversion to qualified opportunity
8. Which of these is a RED FLAG indicating poor research quality?
a) Research completed in 15 minutes b) Multiple pain point hypotheses developed c) No clear business context identified d) LinkedIn connections researched
9. What should you do if your research consistently takes over 30 minutes per lead?
a) Request more time allocation for thorough research b) Focus on fewer leads with deeper research c) Refine approach to focus on business-relevant information only d) Skip some research phases to save time
10. What is the primary mindset principle for Touchpoint 0?
a) "Gather as much data as possible about every company" b) "Research with purpose - every piece of information should lead to better conversations" c) "Focus on finding contact information and basic company facts" d) "Spend equal time on all leads regardless of potential"