Fill in the blank: The _______ technique is an effective way to address resistance.

All of the following are reasons why it’s important to have a standard set of inbound services EXCEPT:

A standard set of inbound services gives you a starting point when putting together services for a new client so that you don’t have to start from scratch each time. A standard set of inbound services that helps you think through what type of prospects and needs you want to address. A standard set of […]

Fill in the blank: _________ is the process of claiming a prospective company that you want to refer to or resell HubSpot to at some point.

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You’ve just used a positioning statement with a prospect and they say the situation doesn’t resonate with their company. Should you try again with a different positioning statement?

Be respectful of your prospect and back off. Always come with a backup positioning statement and try again. If the positioning statement didn’t resonate with the prospect, they probably aren’t a good fit. Use this as an opportunity to politely end the call. Yes, but this time, use two positioning statements in a row to […]