- 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.
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)
After you’ve confirmed the buyer’s budget and authority When the buyer answers one of your calls or emails When the buyer confirms they’re interested in discussing a goal or challenge with you As soon as you begin researching the buyer’s context and needs Download HubSpot Inbound Sales Certification Exam Answers (PDF)
What Should A Business-To-Business Salesperson Do If Their Website Gets Multiple Anonymous Visits From A Single Company?
Improve their website’s lead-capture tools Monitor the situation but wait for the company to initiate contact Call the company and offer to help Send a LinkedIn invite to the most likely buyer at the company Download HubSpot Inbound Sales Certification Exam Answers (PDF)