Category «Hubspot Inbound Sales»

What does it mean to make your outreach “human”?

QUESTION What does it mean to make your outreach “human”? Avoiding automated processes and technology. Making sure your approach is empathetic and personable. Making sure your first meeting with a new prospect happens in-person. Involving as many different people from your company as possible in your relationship with every prospect. The correct answer is: Making …

When should you transition to the explore phase?

QUESTION When should you transition to the explore phase? 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 The correct answer …

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?

QUESTION 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” …

Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies ________. For sales teams who sell directly to consumers, an ideal customer profile identifies ________.

QUESTION Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies ________. For sales teams who sell directly to consumers, an ideal customer profile identifies ________. an industry, a geographic territory an individual company, a specific potential customer a type of company, a portion of the general population a small group …

What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?

QUESTION 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 The correct …

How quickly should you contact inbound leads?

QUESTION How quickly should you contact inbound leads? Preferably within minutes of receiving the lead. Preferably within a day or two of receiving the lead. Not too quickly, so you don’t seem overeager. On a weekly cadence, since these leads are unlikely to lose interest in your offering. The correct answer is: Preferably within minutes …

What is a passive buyer?

QUESTION What is a passive buyer? A buyer who needs extra encouragement before they commit to buying A lead who has expressed interest in your product but hasn’t committed to a timeline for buying A person who buys a product without speaking with a sales representative Someone who is a good fit for your offering …

What is an active buyer?

QUESTION What is an active buyer? Someone who has explicitly stated their desire to buy your product Someone who is ready to buy your product Someone who is actively researching a goal or challenge Someone who has bought from you in the past and is looking to buy again The correct answer is: Someone who …

You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:

QUESTION You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT: 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 …