You Should Do All Of The Following Activities During The Connect Phase Of Your Inbound Sales Strategy EXCEPT:

What Is The Difference Between Ideal Customer Profiles And Buyer Personas?

Ideal customer profiles are for business-to-business sales teams, while buyer personas are for sales teams that sell directly to consumers. Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market. Ideal customer profiles describe your existing customers, while buyer personas are based on your leads and prospects. Ideal […]

Where In Your Presentation Should You Present Case Studies On Other Companies You’ve Worked With?

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)

How Often Should You Reference Yourself In Your Outreach Messages?

Your messages should be solely about the buyer and their context. As often as necessary to communicate your value proposition. As often as possible. You need to convey your value and expertise to the buyer. No more than half as much as you reference your buyer and their situation. Download HubSpot Inbound Sales Certification Exam […]