The inbound sales framework includes the following stages:

You wrap up an exploratory call with a prospect and after going through CGP, TCI, and BA, you give them a score of 5 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

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 […]

What is the recommended approach to translating a prospect’s goals into measurable targets?

Assign homework so you already have this information before the call. Conduct the meeting over video to make it a more personal experience. Wait to cover measurable targets until the prospect has your proposal to encourage them to close. Do the exercise via a whiteboard or spreadsheet to run through different scenarios. Download HubSpot Solutions […]

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)