CertificationAnswers

Imagine you’re having an exploratory call with a prospect in the software-as-a-service industry. As you’re explaining the GDD process, the CMO cuts in and explains that they are confused about why there is a need for a launch pad website and continuous improvement. Which of the following would be a good way to respond?

 

• First, reaffirm the importance of the website to business growth. After, give an analogy to compare the way the prospect’s product team builds industry-leading software to how the GDD process builds peak-performing websites.

 

• First, reaffirm the importance of the website to business growth. After, transition to explaining each step of the continuous improvement process in more depth, diving deeper into specifics of experimentation.

 

• First, give them a deeper explanation of the launch pad website and continuous improvement stages. After, offer the option to implement the website using traditional web design if they would prefer.

 

• Explain that they are not a good fit for Growth-Driven Design and refer them to a traditional web design agency.

 

 

Which of the following is NOT an effective way to open the eyes of the prospect to the opportunities they are missing out on with their website?

 

• Explain the Growth-Driven Design process with a focus on the experimentation process.

 

• Walk through the “Prospect Website Questionnaire” to show specific areas they are neglecting.

 

• Review click heatmaps of their homepage and point out where users are getting frustrated.

 

• Ask about how other departments are using the website to scale and hit their goals in order to show how limited in scope the website’s impact currently is.

 

 

You’re hosting an exploratory call with a regional trucking company that came to you because it’s interested in a website redesign. Which of the following questions would be best to help set the stage for positioning Growth-Driven Design later in the sales process?

 

• “What do you like and not like about your competitors’ websites?”

 

• “How do you feel your previous website redesigns went? How did the process make you feel?”

 

• “What would be the biggest change you’d like to make to the website and why?”

 

• “How long did it take to develop the content for your website? Was it created internally or by the agency you were working with?”

 

 

Imagine you are on a connect call with a prospect in the manufacturing industry. You discover that the leadership team has historically had a very traditional mindset toward the website and marketing. Knowing this, what will be one key outcome for you to achieve during this connect call?

 

• Showcase your expertise in manufacturing by explaining your recent wins with other manufacturing clients and the background your team has in manufacturing.
• Pitch the idea of Growth-Driven Design, and focus on the continuous improvement, experimentation, and user research.
• Establish the importance of the website to the growth of the business, and start shifting their perspective toward the new mindset.
• Get the prospect excited to work with you by introducing your team and your process and showing a number of case studies.

 

Based on the training, how many good leads will you need to source at the top of your funnel to close your first GDD deal?

 

• 10

 

• 40

 

• 20

 

• 35

 

 

Which of the following is a great example of a cue to look for in potential GDD leads?

 

• The company recently hired a new chief people officer.
• The website already has optimization tools installed; however, it does not appear to be updated often.
• The company recently had a change in the product leadership team.
• The company is downsizing and consolidating locations.