From Impossible to Inevitable - Quiz – BookBrief

Quiz Question 1: Niche Identification

Your SaaS startup offers a project management tool. After struggling with vague messaging, you notice 80% of your early customers are marketing agencies. What should you do next according to the Niche Matrix?

A) Expand to serve all industries to avoid niche limitation B) Refine your pitch to solve marketing agencies' specific pain points (e.g., campaign deadline tracking) C) Launch a freemium model to attract all small businesses

Quiz Question 2: Pipeline Strategy

Your B2B software company has strong inbound leads but struggles with enterprise deals. What should you add to your pipeline strategy?

A) Double down on SEO to attract more organic traffic B) Create an outbound team to target enterprise decision-makers with personalized outreach C) Reduce sales team size to focus on closing small deals faster

Quiz Question 3: Customer Success Strategy

Your SaaS has a 20% annual churn rate. What should your Customer Success team prioritize to reduce churn according to Chapter 5?

A) Improve response time to support tickets by 50% B) Implement a 90-day onboarding program to ensure early user success C) Offer discounts to churned customers to win them back

Quiz Question 4: Sales Specialization

Your sales team handles both prospecting and closing, leading to inconsistent pipeline. What should you do per Chapter 10?

A) Hire more generalist sales reps to increase activity B) Split the team into SDRs (prospectors) and Account Executives (closers) C) Train everyone to be equally good at both tasks

Quiz Question 5: Deal Size Strategy

Your startup sells a $50/month tool to small businesses. How can you double revenue without doubling customers?

A) Launch a $10/month freemium tier B) Create an enterprise tier with team management features for $500/month C) Offer 50% discounts to attract more small businesses

Quiz Question 6: Pipeline Creation Rate (PCR)

Why is Pipeline Creation Rate (PCR) more important than sales numbers alone?

A) PCR measures past performance, while sales predict future growth B) PCR predicts future revenue growth by tracking new qualified leads monthly C) PCR is easier to calculate than sales metrics

Quiz Question 7: Employee Ownership

How can you encourage a junior support rep to take ownership of improving response times?

A) Assign them to a new project without clear goals B) Make them responsible for optimizing response time, with weekly metrics reviews C) Promise a raise without defining expectations

Quiz Question 8: Outbound Prospecting

Your outbound team struggles with low response rates. What should you improve first?

A) Increase email volume by 50% B) Refine messaging to address specific pain points of your target niche C) Switch to cold calling instead of email

Quiz Question 9: Niche Validation

You're developing a new tool for startups. When should you stop customer interviews and start building?

A) After 5 interviews show consistent pain points B) After 20 interviews reveal a clear, repeatable pain-solution fit C) When competitors start copying your idea

Quiz Question 10: Sales Leadership

You're hiring a VP of Sales for your $5M ARR startup. What should you prioritize?

A) Someone with experience at a $1B+ company B) Someone who can build a repeatable sales process from your current 2 successful reps C) Someone with a proven track record in freemium sales

Quiz Question 11: Customer Lifetime Value (LTV)

Why does the book emphasize including second-order effects in LTV calculations?

A) To justify higher customer acquisition costs B) To make financial reports look better C) Because first-order effects are irrelevant

Quiz Question 12: Deal Size Expansion

Your mid-market SaaS has a $5k average deal size. How can you target enterprise clients without alienating current customers?

A) Create a separate enterprise sales team and pricing tier B) Increase all prices by 100% to attract enterprises C) Ignore enterprise and focus on scaling mid-market

Quiz Question 13: Functional Ownership

How can a marketing coordinator take Functional Ownership of the company blog?

A) Ask the CEO to approve all blog topics B) Take full responsibility for blog content, metrics, and strategy C) Only write blog posts when free from other tasks

Quiz Question 14: Year of Hell

Your company is in a "Year of Hell" with declining morale. What should you do?

A) Lay off 50% of the team to cut costs B) Identify a core problem (e.g., churn) and create a focused improvement plan C) Ignore the issues and hope they resolve naturally

Quiz Question 15: Forcing Functions

How can a founder use a Forcing Function to ensure a product launch deadline?

A) Keep the deadline private to avoid pressure B) Announce the launch date publicly and commit to a demo at a conference C) Delay the deadline if progress is slow