HubSpot Inbound Sales Certification

February 17, 2021

Your Teammate Is Prepping For A Sales Presentation And They’ve Outlined The Points They Want To Cover: 1. Recap Of Previous Discussions 2. Explanation Of How Other People In Similar Situations Have Proceeded 3. Pros And Cons Of Various Approaches They Want Your Feedback On This Outline. What Would You Say?
- “This is a good start, but you need to advise them on the best path to achieving their goals and explain how we can help them get there.”
- “This is a good way to finish the presentation, but you should start by explaining our offering and how it can solve their problems.”
- “This is okay, but a better approach would be to give them a demonstration of our product.”
- “This is great! Leave it like it is.”
February 17, 2021

All Of The Following Are Questions To Ask While Discussing Authority EXCEPT:
- “How have decisions like this been made in the past?”
- “Who else needs to be involved in this decision?”
- “Do you typically discuss things like this with anyone in your family or with another trusted advisor?”
- “Are you the right person for me to be talking with?”
February 17, 2021

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?
- Rapport building
- CGP
- TCI
- BA
February 17, 2021

What Should Your Outreach Messages Try To Do?
- Persuade the buyer to shorten their buying timeline.
- Generate a response of any kind from the buyer.
- Help the buyer make progress in defining or solving their problem.
- Move the buyer into the next stage of the buyer’s journey.
February 17, 2021

What Is An Inbound Lead?
- An anonymous website visitor
- A person who buys a product without speaking with a sales rep
- A lead who requests a product demonstration
- A person who has visited your website and identified themselves in some way
February 17, 2021

What Is The Difference Between Ideal Customer Profiles And Buyer Personas?
- Ideal customer profiles are for business-to-business sales teams, while buyer personas are for sales teams that sell directly to consumers.
- Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.
- Ideal customer profiles describe your existing customers, while buyer personas are based on your leads and prospects.
- Ideal customer profiles are used by marketing teams, while buyer personas are used by salespeople.
February 17, 2021

You Should Do All Of The Following Activities During The Identify Phase Of Your Inbound Sales Strategy EXCEPT:
- Identify active buyers
- Identify passive buyers
- Research potential buyers
- Help a lead identify their goals and challenges
February 17, 2021

What Is The Main Goal Of A Presentation?
- To provide value to the prospect
- To recap the exploratory call
- To work with the buyer on pricing
- To review what the potential buyer should know
February 17, 2021

Here’s An Agenda That Follows The CGP, TCI, BA Framework: 1. Ask How Business Is Going, Review What You’ve Already Talked About, Lay Out The Plan For This Conversation. 2. Ask About Their Challenges And Goals. Discuss Their Plans. 3. Ask About Their Timeline. Uncover What They Stand To Lose And Gain. 4. Find Out Who Else Needs To Be Involved In The Decision To Buy Or Not Buy. In This Agenda, Which Part Of The CGP, TCI, BA Framework Needs Improvement?
- CGP
- TCI
- BA
- It’s fine as is
February 17, 2021

Here’s An Agenda That Follows The CGP, TCI, BA Framework: 1. Rapport Building, Recap, And Agenda. 2. The Prospect’s Goals, The Challenges They Face In Achieving Those Goals, And Their Plan For Overcoming Those Challenges. 3. What Happens If They Fail? What Happens If They Succeed? 4. Their Available Budget And Their Usual Decision-Making Process. In This Agenda, Which Part Of The CGP, TCI, BA Framework Needs Improvement?
- CGP
- TCI
- BA
- It’s fine as is

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