HubSpot Inbound Sales

What’s the difference between consequences and implications?

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–What’s the difference between consequences and implications?– –Consequences are the negative outcomes your prospect faces if they fail to overcome their challenge or achieve their goal. Implications are the positive outcomes your prospect expects if they succeed.– –Consequences are the negative outcomes you face as a salesperson if you don’t close the sale, and implications … Read more

What is the difference between active and passive buyers?

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–What is the difference between active and passive buyers?– –Active buyers have their defined budget and authority.– –Passive buyers purchase products without consulting a salesperson.– –Active buyers are aware they have a problem and are looking for a solution.– –Active buyers become passive buyers when their concerns outweigh the perceived value of your offering.–

Fill In The Blank: If A Prospect Says, “I’m Hoping To Get This Figured Out Before The End Of The Quarter,” That’s An Example Of A __________.

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–Fill In The Blank: If A Prospect Says, “I’m Hoping To Get This Figured Out Before The End Of The Quarter,” That’s An Example Of A __________.– –timeline– –goal– –consequence– –implication–

If A Lead Calls You In Response To A Voicemail You Left, What Should You Do?

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–If A Lead Calls You In Response To A Voicemail You Left, What Should You Do?– –Ask questions about their budget and authority to make sure they’re a qualified lead.– –Skip the connect call and transition immediately into an explore call.– –Move the conversation to email to make it more convenient for them.– –Run the … Read more

How Should You Begin Your Sales Presentation?

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–How Should You Begin Your Sales Presentation?– –With a description of your product’s features and value propositions.– –By discussing how your offering will help them achieve the goals they’ve shared with you in previous conversations.– –With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of … Read more

How Often Should You Reference Yourself In Your Outreach Messages?

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–How Often Should You Reference Yourself In Your Outreach Messages?– –No more than half as much as you reference your buyer and their situation.– –Never. Your messages should be solely about the buyer and their context.– –As often as necessary to communicate your value proposition.– –As often as possible. You need to convey your value … Read more

How Long Should Each Message In Your Sequence Be?

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–How Long Should Each Message In Your Sequence Be?– –It varies. If you have a lot of relevant information you have to share, your messages will be longer.– –As long as they need to be to communicate your value proposition.– –Short. Voicemails should be less than 15 seconds and emails should be less than 200 … Read more

How Do You Determine The Timeline For Closing A Deal?

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–How Do You Determine The Timeline For Closing A Deal?– –Ask the prospect when they need to achieve their goal and have them sign the contract on that date.– –Recommend a deadline based on the length and complexity of your sales cycle.– –Allow the prospect to choose the date they think will be best for … Read more

How Can You Make Sure The Content You Share Is Relevant To Your Prospects?

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–How Can You Make Sure The Content You Share Is Relevant To Your Prospects?– –Have physical copies of your company’s content on your desk so you can flip through them during phone calls and find what you’re looking for.– –Share as much content as possible with each prospect to increase the likelihood of giving them … Read more

Fill In The Blanks: For Business-To-Business Sales Teams, An Ideal Customer Profile Usually Identifies ________. For Sales Teams Who Sell Directly To Consumers, An Ideal Customer Profile Identifies ________.

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–Fill In The Blanks: For Business-To-Business Sales Teams, An Ideal Customer Profile Usually Identifies ________. For Sales Teams Who Sell Directly To Consumers, An Ideal Customer Profile Identifies ________.– –an industry, a geographic territory– –an individual company, a specific potential customer– –a small group of target accounts, a larger group of prospects– –a type of … Read more

Fill In The Blank: If A Prospect Says, “If I Can Find A Way To Fix This, I Think We’ll Be Able To Open A Second Location Next Year,” That’s An Example Of A __________. Inbound Sales Certification

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–Fill In The Blank: If A Prospect Says, “If I Can Find A Way To Fix This, I Think We’ll Be Able To Open A Second Location Next Year,” That’s An Example Of A __________. Inbound Sales Certification– –goal– –implication– –consequence– –timeline–

Here’s An Agenda That Follows The CGP, TCI, BA Framework: 1. Build Rapport, Recap Previous Conversations, Set Agenda. 2. Explore The Challenges The Prospect Has And Their Plans For Overcoming Them. 3. Explore Their Timeline And Discuss The Consequences Of Inaction And The Implications Of Success. 4. Explore Budget And Authority. In This Agenda, Which Part Of The CGP, TCI, BA Framework Needs Improvement?

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–Here’s An Agenda That Follows The CGP, TCI, BA Framework: 1. Build Rapport, Recap Previous Conversations, Set Agenda. 2. Explore The Challenges The Prospect Has And Their Plans For Overcoming Them. 3. Explore Their Timeline And Discuss The Consequences Of Inaction And The Implications Of Success. 4. Explore Budget And Authority. In This Agenda, Which … Read more

Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?

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–Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?– –Respectfully answer their questions, then mark them as “unqualified” in … Read more

Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you get into the space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?

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–Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you … Read more