- an industry, a geographic territory
- an individual company, a specific potential customer
- a type of company, a portion of the general population
- a small group of target accounts, a larger group of prospects
By researching your prospect By practicing your sales pitch By sending multiple emails to prepare the buyer for the call By preparing a discount ahead of time Download HubSpot Inbound Sales Certification Exam Answers (PDF)
Here’s A Paragraph From A Recap Email. “You Currently Have A Quote From A Moving Company For About $5,000, But You Would Be Willing To Pay Twice That Much If It Meant Ensuring Your Equipment Was Moved Safely And On Time. However, The Decision Isn’t Yours Alone. Sebastian Is In Charge Of The Equipment And Sal Will Have To Approve The Higher Budget. We’ll Include Them In Our Next Meeting To Discuss The Details Of Where We Go From Here.” Which Part Of The Explore Phase Does It Accomplish?
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“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?” Download HubSpot Inbound Sales Certification Exam Answers (PDF)