Because of the proliferation of disconnected tools, what do companies end up investing in?

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 […]

Fill in the blank: for every dollar spent on technology, companies spend as much as _________ more on corresponding services.

As much as 2x As much as 5x As much as 10x As much as 100x Download HubSpot Solutions Partner Certification Exam Answers (PDF)

A colleague sends you a link to a company that they think would be a good fit for services with your organization. You start looking at the company’s website, and you notice they meet a lot of the secondary criteria of the prospect fit matrix, but they aren’t capturing leads through their website and they don’t sell something that involves a considered purchase process. Based on the prospect fit matrix, is this company a good fit for an inbound retainer?

Both the primary and secondary criteria is important in determining prospect fit, and since the company meets the majority of these, it’s a good fit. The primary criteria is the most important in determining prospect fit. Even though they meet some secondary criteria, it is unlikely to be a good fit. The company already wants […]