- Any time a prospect scores five or below, don’t spend more time on them.
- De-prioritize the prospect and spend less time and effort on them.
- If you think they might still be a good fit, you could test the prospect’s commitment by assigning more homework.
- You should assign homework to all your prospects. You might have missed something during the exploratory call, and the prospect could surprise you.
If you have a list of former clients and a list of current, project-based clients, which lead generation strategy would be the fastest way to get started selling retainers?
Looking to existing relationships Targeting by vertical Targeting by location Focusing on target accounts Download HubSpot Solutions Partner Certification Exam Answers (PDF)
In the connect call, the “give and get” helps you _______, but in the exploratory call, the “give and get” helps you _______.
address resistance, assess fit address resistance, discover goals and challenges develop a positioning statement, develop a power statement develop a positioning statement, discover goals and challenges Download HubSpot Solutions Partner Certification Exam Answers (PDF)
Studies show that prospects forget 50-80% of what was discussed only a single day later. How can you avoid that happening?
Assign your prospect homework, like a questionnaire. Summarize and recap your exploratory meeting with a follow-up email. Schedule a solution design and planning call no later than one week after the exploratory meeting. Test for budget as you close the exploratory call. Download HubSpot Solutions Partner Certification Exam Answers (PDF)