- The prospect’s cost of inaction
- The prospect’s need
- The prospect’s timing
- The prospect’s plan
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Fill in the blanks: Your _________ describes the type of person you’re targeting, whereas your _________ describes the type of company you’re targeting.
buyer persona, target market target market, buyer persona buyer profile, target market buyer persona, qualified lead Download HubSpot Solutions Partner Certification Exam Answers (PDF)
You are at the end of the solution design and planning call with a prospect, but you don’t feel they have bought-in and are confident in your plan. What step(s) should you take?
) Ask the prospect how they feel. Use a tie-down question such as “What do you feel least confident about?” ) Continue to move forward. When you try to close, you’ll learn whether or not they have bought-in. ) Back up in the sales process. Find out where you lost the prospect and don’t move […]
You open a connect call with a target account like so, “Hi Ms. Prospect, this is John from Inbound Implementation. I saw a Huffington Post article naming your company as one of the top in your industry. Your strategy and growth are impressive. I work with companies like yours that are already doing well online, but are still struggling with converting traffic into more leads and sales. Does that sound familiar? Are you focused on lead generation?” What should you do to improve it for next time?
After you introduce yourself, ask for permission before moving forward. Be more explicit in the solutions you can provide. Find someone at the prospect’s company you know personally and reference their name. Don’t make any changes, this sound bite follows all of the best practices. Download HubSpot Solutions Partner Certification Exam Answers (PDF)