- Deliver a presentation explaining how you’re uniquely positioned to help the buyer achieve their goals.
- Help the buyer connect your company’s broad positioning to their specific goals and challenges.
- Provide the buyer with case studies and general information about your company.
- Ask the buyer to buy your product or service.
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 […]
Here’s A Paragraph From A Recap Email. “You Mentioned That You Need To Get Into A Larger Space, But You Have A Lot Of Specialized Equipment That Can’t Be Moved Easily. Your Best Plan Is To Hire A Moving Company, But You’re Worried That The Equipment Will Get Damaged Or Miscalibrated In The Move.” Which Part Of The Explore Phase Does It Accomplish?
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Fill In The Blank. If A Prospect Says, “I’m Thinking About Moving Into A Larger Facility,” That’s An Example Of A __________.
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