With an 80% utilization rate and a 30% overhead on a $24/hour salary, your new hourly cost would be (in USD):

You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation and to see if you can help. Which of the following guiding principles does this highlight?

Stop pitching and aim to help. Differentiate and target. Emphasize the inbound methodology. The inbound sales framework. Download HubSpot Solutions Partner Certification Exam Answers (PDF)

A colleague sends you a link to a company that they think would be a good fit for services with your organization. You start looking at the company’s website, and you notice they meet a lot of the secondary criteria of the prospect fit matrix, but they aren’t capturing leads through their website and they don’t sell something that involves a considered purchase process. Based on the prospect fit matrix, is this company a good fit for an inbound retainer?

Both the primary and secondary criteria is important in determining prospect fit, and since the company meets the majority of these, it’s a good fit. The primary criteria is the most important in determining prospect fit. Even though they meet some secondary criteria, it is unlikely to be a good fit. The company already wants […]

Once you’ve determined your total engagement cost, what’s the best way to set your markup?

Be consistent — use the same markup for all your clients. Use a 20% markup per industry standards. Use the median average of your minimum markup and high markup. Consider a range based on your minimum markup, high markup, and value-based price. Download HubSpot Solutions Partner Certification Exam Answers (PDF)