50 IBM A1000-109 Practice Questions: Question Bank 2025

A digital seller is preparing for a first call with a prospect who downloaded a whitepaper. What is the BEST objective for the first conversation?

During discovery, a customer asks, "Why should we change what we already have?" Which response best aligns to a value-based selling approach?

A seller wants to ensure internal alignment before contacting a customer for a complex opportunity. What is the MOST appropriate next step?

Which practice is MOST likely to improve the quality of notes captured after a customer meeting in a CRM system?

A customer says they need a solution, but they are unsure which department owns the budget and decision. What should the seller do NEXT?

A prospect repeatedly asks for technical deep dives, but their business problem and success criteria remain vague. What is the BEST way to move the opportunity forward?

A seller notices the CRM opportunity stage has not been updated in weeks, and multiple team members are working off different assumptions. What is the MOST effective corrective action?

A customer asks for a proposal, but discovery is incomplete and the seller lacks clarity on scope and decision criteria. What should the seller do?

In a complex enterprise opportunity, the customer’s technical team supports IBM’s approach, but procurement is driving the decision toward the lowest cost option. Which action is MOST likely to improve IBM’s position?

A seller is using digital engagement to nurture multiple leads. Open rates are high, but meeting conversions are low. Which troubleshooting step is MOST appropriate?

A prospect says, "Your solution looks interesting, but I’m not sure it’s a priority." What is the BEST next step in a consultative digital sales approach?

During an initial qualification call, which buyer information is MOST critical to capture to determine if the opportunity is worth pursuing?

A seller is preparing for a discovery meeting with a client’s operations leader. Which approach BEST aligns to effective customer communication?

A prospect’s technical evaluator requests a deep dive, but the economic buyer is focused on cost and risk. What is the BEST way to tailor communication for both stakeholders?

In IBM’s sales methodology, what is the PRIMARY purpose of establishing a mutual action plan with the client?

A lead has engaged with a webinar and downloaded a whitepaper. Which next action BEST converts this marketing-qualified lead into a sales-qualified opportunity?

A seller notices that multiple opportunities are stuck at the same stage with "No Decision." Which metric and action pair is MOST likely to improve progression?

A customer repeatedly asks for a proposal before sharing their decision criteria. What is the BEST response consistent with good sales methodology?

In a complex B2B deal, the customer’s stated need is "reduce downtime," but different stakeholders define downtime differently. What is the BEST architecture-level approach for the seller to drive alignment before proposing a solution?

A seller uses a CRM and notices duplicate accounts and inconsistent opportunity naming, causing inaccurate pipeline reporting and forecasting. What is the MOST effective corrective action?

A seller is preparing for an initial discovery call with a prospective client. Which approach best aligns with foundational digital sales best practices to maximize the value of the first meeting?

A new opportunity is stalled because the primary contact is interested, but the team is not getting access to the real decision makers. What is the best next action?

A seller is documenting a customer interaction in a CRM. Which entry provides the highest quality record for the next seller who reviews the account?

During qualification, a prospect says: “We already have a tool that does something similar.” What is the best response to keep the conversation value-focused?

A sales team notices that many leads convert to meetings, but few progress to qualified opportunities. Which adjustment most directly improves conversion from meeting to qualification?

A prospect requests a proposal immediately after a brief introductory call. The seller has not confirmed success criteria, stakeholders, or constraints. What is the best next step?

A seller has multiple opportunities in the pipeline and needs to prioritize where to spend time this week. Which prioritization method is most aligned with sound pipeline management?

After several calls, the prospect says: “Your solution looks good, but I’m not sure how to justify it internally.” Which action best supports building a strong business case?

A seller is running a remote meeting with multiple stakeholders. One participant dominates the conversation and others disengage. What is the best facilitation technique to regain balanced participation?

A seller updates an opportunity stage to “Proposal” in the CRM, but there is no documented customer agreement on decision process, stakeholders, or timeline. Forecast accuracy has been poor. What is the most likely root cause and best corrective action?

A new digital seller is asked to research a prospective client before the first call. Which action best aligns with digital sales fundamentals?

During discovery, a prospect repeatedly asks, “What does your solution do?” before describing their goals. What is the best next step?

A sales rep is updating opportunity information. Which practice best supports consistent pipeline management?

A prospect seems skeptical and gives short answers during a virtual meeting. What communication technique is most effective to re-engage them?

In an IBM-style sales methodology, what is the primary purpose of a qualification stage before investing heavily in solution design?

A customer says they need “better security.” Which follow-up question best uncovers measurable business outcomes?

A buying committee includes IT, security, and finance. What is the best approach to tailor your messaging across stakeholders?

A rep notices opportunities are stuck in the same stage for weeks with no next meeting scheduled. What is the most likely issue and best corrective action?

A sales team is using a digital engagement tool that tracks email opens and link clicks. What is the most appropriate way to use this data?

A customer requests a solution proposal, but discovery reveals unclear decision authority and no agreed success criteria. What is the best next step to reduce risk while keeping momentum?

A new digital sales specialist is asked to summarize the value of an IBM solution in one sentence for a busy executive. Which message best aligns with effective digital sales fundamentals?

During a discovery call, a prospect repeatedly answers with vague statements like, "We just need to modernize." What is the best next step to improve the quality of discovery?

An IBM seller notices that a prospect’s buying committee includes IT, security, and finance. Which approach is most effective to keep the digital sales cycle moving?

In IBM sales methodology, a seller has confirmed the customer’s problem but has not validated who will approve funding. What is the most important risk if the seller proceeds directly to proposing a solution?

A prospect asks for a proposal immediately after an initial inbound inquiry. The seller has only basic firmographic data and no confirmed requirements. What is the best action?

A seller emails a prospect but receives no response for two weeks. What is the best digital engagement tactic to re-engage without being intrusive?

A digital seller is building a point of view for a customer and wants to ensure the recommendation is credible. Which set of elements best supports a credible point of view?

A seller updates a CRM opportunity but colleagues report they cannot tell what the customer agreed to do next. Which CRM update best improves team execution and forecast hygiene?

A customer says, "Your solution seems solid, but we’re worried about adoption." Which response best addresses this objection using best-practice communication?

A complex opportunity involves multiple IBM teams and a partner. The customer expects a single, consistent story and timeline. Which operating approach best reduces execution risk and improves the customer experience?