Explanation: Tracking which opportunities in their pipeline contain items that customers need for an event next month helps the sales rep manage risk by allowing them to expedite these deals if required. Expediting means accelerating or speeding up the delivery or completion of these deals to meet the customer’s urgent or specific needs. Expediting helps to ensure customer satisfaction, loyalty, and retention, as well as to increase revenue and profitability.

Explanation: A sales rep can use whiteboarding while exploring a customer’s business challenges to organize ideas by level of importance. Whiteboarding is a technique that involves using a whiteboard or a similar tool to visually capture and structure information during a sales conversation. Whiteboarding can help the sales rep to understand the customer’s situation, needs, and goals, and to prioritize the most critical issues or opportunities. Whiteboarding can also help the sales rep to engage the customer in a collaborative dialogue, and to demonstrate their expertise and credibility.

Explanation:

Why this is correct:
Renewal insight and pipeline integrity improve when Sales works with Customer Success, Service/Support, and Marketing to share account history (usage, cases, adoption risk, goals). Salesforce explicitly recommends breaking data silos and uniting teams around a shared customer view (Customer 360), and Trailhead highlights collaboration with Customer Success for retention/renewals.

Why the others are wrong:
A. Offer customer discounts to expedite the sale:
Discounts might speed a deal but don’t fix data quality or cross-silo visibility; pipeline management is about accurate activities and data, not price concessions.
B. Log in as the customer to review their data:
Impersonating a customer is improper and a security risk. “Log in as another user” is an admin-only troubleshooting feature within your org, not a sales tactic for customer accounts.

References
Salesforce: What Are Data Silos & Why is it a Problem? (eliminate silos for collaboration).
Trailhead: Get to Know Customer 360 (unified customer view across teams).
Trailhead: Partner with Customer Success (sales–CS alignment improves retention/renewals).
Trailhead: Sales Team Collaboration / Collaborate Your Way to Success.
Salesforce: Sales Pipeline Management (accurate activities/data for pipeline health).
Salesforce Help: Log In as Another User (admin feature; not for sales to impersonate customers).

Explanation: Adding the customer to an educational marketing campaign is the best answer because it can help the customer learn more about the products they have purchased and how to use them effectively. This can increase the customer’s satisfaction and loyalty, as well as create opportunities for cross-selling and upselling in the future.
Offering a comprehensive demo of the products to the customer or encouraging the customer to purchase additional products are not the best options, because they may overwhelm or annoy the customer who is already dissatisfied with their current contract. The sales rep should first focus on helping the customer get the most value out of the products they already have, and then explore their needs and challenges for potential additional solutions.

Explanation: An organization-defined key metric is a measure that will yield the most actionable information about an organization’s territory model success. An organization- defined key metric is a specific and relevant indicator that reflects how well the territory model is aligned with the organization’s goals and strategies, such as market share, customer satisfaction, revenue growth, etc. An organization-defined key metric helps to evaluate performance, identify gaps and opportunities, and optimize results.