Fill In The Blank. If A Prospect Says, “I’m Thinking About Moving Into A Larger Facility,” That’s An Example Of A __________.

What Is The Buyer Doing During The Awareness Stage Of Their Buying Journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue. Becoming aware of the ways your solution can help them. Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address. Trying to choose a specific solution within a specific solution category. Download HubSpot Inbound Sales […]

Congratulations — You Just Landed A Job Selling IT Equipment To Large Corporations! You Receive Your First Inbound Lead, And You Call The Person Who Submitted It. You Quickly Realize That This Person Is A Junior Employee With No Buying Authority. What Should You Do?

Respectfully answer their questions, then mark them as “unqualified” in your CRM and don’t spend any more time on them. Treat them the same way you would treat your target persona because there’s a good chance they’re doing research for that person. End the call as quickly as possible because there’s no reason to spend […]

How Can You Make Sure The Content You Share Is Relevant To Your Prospects?

Make a list of the problems you help your customers solve and map your content to those problems –– then share relevant content. Have physical copies of your company’s content on your desk so you can flip through them during phone calls and find what you’re looking for. Share as much content as possible with each prospect […]