To identify good-fit leads from within the large pool of available prospects. To identify the goals and challenges of specific prospects. To identify the ways your product or service can benefit people who match your buyer personas. To identify ways to differentiate your offering from your chief competitors’ offerings. Download HubSpot Inbound Sales Certification Exam Answers (PDF)
Don’t spend more than a few seconds on rapport building. Long enough to get the prospect comfortable discussing goals and challenges with you, but not so long that it requires the rest of the call to be rushed. As long as possible. Increasing the amount of time spent building rapport will increase the prospect’s likelihood […]
At the beginning of the presentation, to build credibility. At the end of the presentation, to encourage commitment. Throughout the presentation, to add continuity. Not at all, unless the prospect has specifically asked for them or if they are especially relevant to the prospect’s situation. Download HubSpot Inbound Sales Certification Exam Answers (PDF)