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Title: Hub spot inbound sales exam answer (1)


1
Answer Sources
www.answersources.com Study Guide for Adwords
Certification, Bing, Hubspot Exam
More!! Inbound Sales Certification Exam
Answer A few things to know before taking
Inbound Sales Certification Exam There are 60
questions. It should take 2 hours to
complete. You must answer 45 questions correctly
to pass. You must wait 12 hours between
attempts. If you close this exam before
finishing, your answers won't be saved and it
will count as a failed exam.
Click Below to Get Others Exam Answer
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Answers Bing Exam Answers Hubspot Exam Answers
2
HubSpot Inbound Sales Certification Exam Answers
What are the four stages of the Inbound Sales
Methodology?
Identify, Connect, Explore, Advise
Research, Connect, Present, Advise
Attract, Convert, Close, Delight
Awareness, Research, Consult, Purchase
What framework is used to understand how your
customers buy your product/service?
The Buyers Journey
The Inbound Sales Methodology
The Exploratory Guide
Ideal Buyer Profile
True or false? Inbound salespeople prioritize
passive buyers ahead of active buyers.
True
False
You let your boss know that you want to start
applying an inbound sales approach to the way you
sell to your potential buyers. Your boss is
onboard but says you still have to meet your cold
call and cold email quota each day. How would
you respond?
Lets compromise. Ill still do some cold calling, but it will also be important for me to position myself as a thought leader. Can we lower the quota, so I can contribute to the company blog?
Thats fine. Colding calling is a key part of transitioning into presentation mode, which is when you can really add value for the potential buyer.
Actually, Ill need to stop calling altogether. With inbound, everything can be done through our website forms, automated email, and our CRM. Well save everyone time.
Interesting. Why not increase the quota? Cold calling is an important part of inbound since it helps you understand the buyers context if you get them to answer the phone.
Fill in the blank Inbound salespeople advise ,
and if the buyer agrees the salesperson is best
for their context, they become . opportunities,
customers
3
opportunities, leads
leads, marketing qualified leads
leads, promoters
How would you describe an inbound sales
professional?
Inbound salespeople are experts, like doctors, who are there to diagnose and recommend the right solution. They ask the questions that are sometimes difficult to ask (or answer), but are in the best interest of the potential buyer to consider.
Inbound salespeople are experts that use their industry and product/service knowledge to convince potential buyers to purchase because they know what's best.
Inbound salespeople are experts at identifying pain points of potential buyers and pushing on those pain points until the buyer feels as though they have no other option but to purchase if they hope to be successful.
All of the above
Based on this course, what is the framework for
the buyers journey?
Research, Connection, Advise
Research, Consideration, Purchase
Awareness, Connection, Advise
Awareness, Consideration, Decision
Youve joined a sales department at a new
company. During training, your manager walks you
through when youll need to transition into
presentation mode. She says you should
transition into presentation mode the moment the
prospect expresses interest. Your manager then
provides you with the presentation template that
all of the sales representatives use. Is your new
sales team practicing a legacy sales approach or
an inbound sales approach?
Legacy - Legacy salespeople revert to generic presentations and jump into presentation mode too early when they dont understand the buyers context.
Inbound - Inbound salespeople lead with a presentation if the buyer has expressed some form of interest because they know they can help the buyer.
Both - Presentations are more of a legacy sales approach but the presentation template is a best practice of the exploratory phase.
Neither - Both legacy and inbound salespeople have transitioned away from giving presentations because all of that information can be found online
True or false? Ideal buyer profiles and buyer
personas are the same thing, but ideal buyer
profiles are for sales and buyer personas are
for marketing.
4
True
False
Which of the following is NOT an example of a
trigger event?
A blog post by a potential buyer
A mention in social media by a potential buyer of a hashtag aligned with your value proposition
A phone call from a potential buyer
A newspaper article about a potential buyer
Fill in the blank Your best leads are strangers
that match your _ and are active in .
company fit, making a purchase
buyers journey, researching solutions
buyer persona, profiling companies
ideal buyer profile, the buyers journey
True or false? You recently got an inbound lead
from a company that fits your ideal buyer
profile. However, the lead is a lower level
employee with no buying power. This is still a
good inbound lead.
True
False
What is an ideal buyer profile?
A description that defines which buyers you can help and which buyers you cant
A shortlist of companies you would like to contact.
A semi-fictional representation of your ideal customer based on market research
A description of a past buyer who closed quickly
True or false? To identify passive buyers, you
can identify companies that match your ideal
buyer profile by leveraging LinkedIn or other
company databases.
True
False
5
Which of the following is not a type of lead
source defined in the Identify class?
Inbound leads
Inbound companies
Common connections
Inbound hires
True or false? Inbound salespeople differentiate
from legacy salespeople by prioritizing active
buyers over passive buyers.
True
False
You recently started using a software that
identifies the company from which an anonymous
visitor originates. You find that someone from
Sprocket Corporation has been visiting your
website and their company fits your ideal buyer
profile. What should you do?
Find the contact at the company that is the most likely buyer of your solution
Create a new lead in your CRM with the appropriate point-of-contact and their company
Move the new lead to the enrichment step of an identify process
All of the above
Enrichment data about your leads will help you
understand their context and personalize the
sales experience accordingly. What are the two
enrichment data categories?
The buyers common connections and the buyers current solution
The buyers interests and the buyers demographics
The buyers competitors and what the buyer is currently using as a solution
The buyers budget and the buyers timeline
What is the correct order of the three steps to
set up your Connect strategy?
Determine your primary persona, define the sequence for them, and define the connect method for each persona.
Determine your personas, define the sequences for each persona, and define the outreach for each sequence.
Determine your personas, define your negative personas, and define the ways in which you will reach the personas.
6
Determine your personas, define the challenge for
each persona, and define the connect method for
each persona. Youve just joined a new company
as one of their newest inbound sales
representatives and are excited to begin
executing on their connect strategy. Youve
recently identified a potential buyer,
determined their persona, and identified which
lead source they came from. What are your next
steps as an inbound salesperson, in order?
Assemble the content for your persona, assemble the best medium for connecting, and then begin the outreach.
Assemble a sequence plan, assemble the content for each sequence attempt, and then begin the sequence.
Identify a common connection or some method of outreach, and begin the connect conversation by personalizing your message.
Explore all information you can find on them and then assemble your method of reaching out and decide.
True or false? When defining personas, you should
first segment your target market by the types of
companies, and then the different types of people
you target within those companies.
True
False
True or false? When inbound salespeople get a
potential buyer on the phone, they initially
focus on qualifying the potential buyer for
proper budget and authority.
True
False
Regardless of the source of your lead (e.g.
inbound buyer, triggered event, etc.), it is
critical that you gain buy-in for a longer
exploratory conversation by doing the following
two things
1. Establish why youre calling 2. Position a challenge you can help people like them overcome.
1. Establish who you are and why youre calling 2. Establish how you and your product/service is able to help them.
1. Validate their interest in discussing your product line. 2. Provide value to them with your service.
None of the above
7
As a salesperson, youve decided to reach out to
a prospective buyer on social media. In order to
do this the inbound way, its important to do the
following
Customize and personalize your outreach
Personalize and present your value
Produce something of value
Connect with your potential buyer and begin a relationship around your company
True or false? It is not ideal to send an
invitation to connect on social media until you
have shared valuable content with the buyer.
True
False
Youre about to develop your companys personas
for connecting. Based on the inbound sales
approach, your best path to success would be
Starting with one segmentation at the company level (like industry) and then moving to one segment at the individual level (like role).
Starting with the most common individual-level segments and then moving to company- level segments.
Starting with your most profitable segments at the individual level (like role) and then moving to the company size (like small, medium or enterprise).
Being all encompassing, as youre looking to define this for the first time and need a starting point to work from.
Which of the following should you keep in mind
when defining content for each sequence?
Pulling from your inventory of existing content.
Referencing your product/service at least 2x as much as you mention the buyer.
Adjusting the length of your content accordingly - 200 words to 400 words.
Establishing your product or service as the best possible option.
True or false? Advanced technology is required to
execute a high quality connect process.
True
False
When developing a persona, you should ask
yourself all of the following questions EXCEPT
8
How do these personas describe the goals or challenges they encounter that align with our companys offering?
For each persona, what are the implications of inaction?
What are their preferred methods of communication within their team, their company, and their family?
How do these personas typically educate themselves on their goal or challenge?
Inbound companies are similar to inbound leads.
While you may not know who actually visited your
website, you do know that someone from that
company took that action. Based on this
information, which of the following is the best
way to begin your email outreach?
Hi Buyer Name, Various people within your organization have been reviewing our content on how to recycle old electronics. Based on this area of interest, I thought you and your team may also enjoy Blog Article A and Blog Article B.
Hi Buyer Name. Common Connection First and Last Name suggested I reach out to you. We were discussing best practices our firm recently uncovered on purchasing new electronics and security issues that most small businesses face. Common Connection First Name thought you would be interested in the results. I can walk you through them, if this is timely for you?
Hi Buyer Name, Earlier today, you downloaded our eBook on top security issues for small businesses. Based on this area of interest, I thought you may also enjoy Blog Article A and Blog Article B.
Hi Buyer Name, I noticed your companys recent job tweet about how to get rid of old electronics. I thought you would appreciate the popular eBook we wrote titled Top Security Issues for Small Businesses and will send it to you now.
If your company does not have much content, how
can you provide information to your potential
buyer?
Send them the relevant content you do have
Send useful content from thought-leaders in the relevant industry
Offer a consultation/product demo
None of the above
All of the following are important types of
context that can lead to a personalized message
EXCEPT
The buyers industry
The buyers role
The buyers sphere of influence
What the buyer has done on the sellers website
9
When developing the content for each attempt in
your sales sequence, the most important thing
you can do is
Make sure your goal of selling to them is clear in your outreach
Ensure you address them properly based on their role in the organization
Support the potential buyer during their buying journey
Personalize the entire sales experience to the buyers context
As you carefully listen to a potential buyer, you
make it a point to process what he is saying.
After he finishes speaking, you quickly repeat
back what he said, and ask a question to confirm
what he just told you. What important sales skill
did you just use?
CGPT
Active listening
The LAER technique
The BANT method
Youre running an exploratory call with a
potential buyer and youve had previous
discussions about why they need to purchase your
service. How should you start the call?
Start by building some rapport and then begin where the previous conversation left off and dig right in.
Start by building some rapport and then recap what you learned and shared from previous conversations.
Start with a strong agenda and then ask them if they have any questions before you begin your presentation.
Start with a strong agenda and then build some rapport.
Why is it important to get your potential buyer
to reflect back on their goals and challenges?
Its not important for the potential buyer to reflect back, you should always be moving the sale forward, not backward.
Its important because youre getting another chance to listen to their situation.
Its important because youre leveraging the power and impact of repetition.
Its important because youre getting them to think critically about their situation.
Before moving into presentation mode, what
information must an inbound salesperson know?
10
The chain of command, so you can speak with the most relevant stakeholder.
The scope of your traditional offering, so you can compare it to your competition, preventing the potential buyer from shopping around.
The buyers context, so you can deliver a customized proposal to the buyer.
The potential buyers infrastructure, so you can make sure they have the team to run the methodology.
True or false? Discovering a potential buyers
consequences and implications should be done at
the Explore stage of the Inbound Sales
Methodology.
True
False
A potential buyer just shared a very important
goal they have with you. What should you do next?
Identify who came up with this goal
Have the potential buyer quantify the goal
Ask the potential buyer to share this goal with their leader/manager
Encourage the potential buyer to write it down
Youve recently joined a new company and are
learning how to help potential buyers understand
why they would benefit from purchasing the
product that your company sells. How can you
start to put yourself in the buyers shoes so
you understand why they would buy your product?
Read and understand your companys best practices and case studies inside and out
Talk to other sales professional
Look at your company website
Read all of the content your marketing team produces
Youre discussing the cost of your service and
the potential buyer is asking questions about
potential costs that could arise in addition to
your service. How should you respond?
Great question. We should definitely review the costs to implement this solution.
No need to worry. Your account manager will be there to help defray any additional costs.
It's important that we cover this at another time. For now, I'm just learning about your goals and challenges.
11
There arent any additional costs--our service
pays for itself.
Why is recapping the conversation you just had
during an exploratory meeting so important?
It gets them to believe that inbound is a real thing.
It demonstrates what an experienced salesperson you are.
The potential buyer will appreciate how effectively you listened during the meeting and will be excited for the next steps.
The potential buyer will be less likely to try to leverage a cheaper price from you.
True or false? After a potential buyer explains
their timeline and plan to you, you should begin
to understand how eager they are to change.
True
False
Is it important to make sure the potential buyer
is interested in implementing several of your
solutions to overcome the things that stand in
the way of solving their issues with your product?
Yes, its important to understand that youll be able to provide value to the buyer
No, its not as important as getting their timeline and budget
True or false? When a potential buyer begins to
expresses interest, inbound salespeople
transition into exploratory mode instead of
pitch mode. Inbound salespeople recognize they
dont have enough understanding of the buyers
context to deliver a personalized presentation
yet.
True
False
Youre discussing a potential buyers plan to
reach one of their goals for this year. You
discover they have some reservations about the
plan and arent completely confident in it. How
can you help the potential buyer feel more
confident?
Downplay their concerns and praise the good points of their plan
Alleviate their concerns by positioning solutions that will help them overcome any problems while reaching their goals
Identify the plans failings and suggest an easier set of goals
Quickly but politely end the call so you can focus on buyers with clearer goals
12
When should budget-related discussions happen
during a normal exploratory meeting?
At the beginning of the meeting
In the middle of the meeting
At the end of the meeting
Budget shouldn't be discussed during the exploratory meeting
A meeting with a potential buyer is coming to an
end. You suggested new plans, helped them
quantify consequences, encouraged them to think
through their decision-making processes, and
discussed their budget. What should you do next?
All requisite information has been shared. You respect their time and finish the call.
Ask if they can think of any limitations they should share with their team.
Verbally recap your understanding to your potential buyer. This helps them realize you fully understand their context.
Tell them you will send them a recap before your next call, later on.
What is the main goal of a presentation?
To recap the exploratory call
To work with the buyer on pricing
To review what the potential buyer should know
To add value
Which of the following is NOT completely
necessary to the advising checklist?
Suggesting ways to help them achieve their goals and overcome their challenges using your product/service.
Earning their trust by starting off with some information about yourself and other businesses that youve worked with.
Confirming their budget, decision-making processes and timeline.
Including a recap of what youve learned, so they know you understand their situation.
Youve spent a lot of time creating a
presentation for your potential buyer and youre
excited to present it. However, as you continue
to work your way through the presentation, you
notice the buyer is not engaged. What should you
do?
13
This is a natural part of any presentation. Continue on and be sure to address their questions at the end.
Adapt your presentation to whats unfolding during the conversation.
Stop and ask them if what youre covering makes sense.
Be honest with them and ask them about their lack of engagement during this presentation and the reasoning why.
True or False? With the 1-10 closing technique,
you help a potential buyer weigh the pros and
cons for purchasing.
True
False
True or false? As you try to advise your
potential buyer on which option is best you
should start a presentation about yourself, your
companys history, and a description of what you
provide.
True, your presentation should include a recap what you do.
False, your presentation should be personalized to the buyers context.
Your buyer needs more time to purchase the
product youre selling. How should you respond to
the buyers needs with an inbound sales approach?
Sounds good, well adjust our timeline so you feel confident with the purchase.
Sounds good, lets add one more week to the timeline.
I would advise you against waiting, simply because I heard our product will soon be increasing in price.
I would advise you against waiting because the longer you wait, the longer it will take to start seeing value from your purchase.
A presentation is an all encompassing term to
convey the process of advising a potential buyer
to help them move forward with a purchase
decision. Which of the following is NOT
considered a type of presentation?
A webinar
A demo
A proposal
A contract
14
Why is using a 1-10 closing technique to gauge
the conviction of a buyer a good idea?
It will encourage the potential buyer to share why they want to buy.
As they weigh the pros and cons, many potential buyers will overcome any lingering concerns.
A B
None of the above
Which of the following is the proper order to
conduct the advisory part of your presentation?
Confirm budget, authority, and timeline
Confirm timeline, budget, and contract details
Confirm authority, timeline, and budget
Confirm timeline, authority, and budget
Youre helping create a timeline for your
potential buyer. The timeline is probably going
to have to change. Which of the following
options will give you the best chance of closing
the sale?
You should be cognizant that your buyer will waiver, and plan accordingly by setting expectations with your buyer.
You should be mindful that purchasing decisions can often be difficult and be empathetic but firm in the timeline.
You should be flexible and understand that a timeline might need to change based off the buyers needs and urgency.
You should convince the buyer that your timeline is actually a better timeline for their needs.
True or false? Inbound salespeople deliver the
same presentation and same case studies to all
buyers because they spend time understanding and
perfecting what works.
True - Inbound salespeople know their product well enough that they have perfected their pitch.
False - Inbound salespeople customize their presentation to the buyers context.
Why should you start a presentation with a recap
of what was discussed during the connect and
explore phases? By starting with a recap, you
make sure that youre both on the same page.
Youre both on the same side of the table.
15
By starting with a recap, youre able to remind them of whatever you previously discussed and even convince them of some new things they may not have realized before.
A recap is not necessary and you should immediately dive into how you will help them reach their goals.
A recap is not necessary. You provided email recaps already. To recap again is a waste of both parties time.
You and a team member are working together to
sell to a potential buyer. Youre both trying to
take an inbound selling approach, and your team
member has been assigned to advise and deliver
the presentation. She plans to conduct a product
demonstration and runs it by you. The flow of the
demo emphasizes your products best features.
What feedback would you have for this team
member?
Looks good. Be sure to share our newest feature to show that were always evolving for our customers. It would also be helpful to share our most popular case study.
"I think it would be helpful if we both presented. To closely align with an inbound selling approach, we need to make sure that one of us knows the product inside and out since we should do a full demo."
Lets take more of an inbound approach and tailor the presentation. Rather than showing our best features, we should illustrate only the features important to the potential buyer.
I think it could be improved and is more of a legacy sales approach. You should present it in the order like we always do and emphasize the most common value propositions.
Which of the following is the most important
question that you should be asking yourself to
fully understand the awareness stage for your
buyer?
What concerns do buyers have with your product or service?
How are buyers aware of potential solutions to their challenges?
How do buyers educate themselves on their goals?
When buyers investigate your companys offering, what do they like about it, compared to alternatives?
Youve placed a connect call and sent a follow-up
connect email, and fortunately, the potential
buyer reaches back out. He expresses interest in
the help you offered in your phone call and
email outreach. Based on the process outlined in
the Connect class, your next step should be
Develop credibility with the buyer
Manage the connect call by referencing their activity
Find a time to discuss
Call them and get them on the phone
16
As a new inbound salesperson, you are most
excited when you are able to leverage your large
network because it relates to the common connect
strategy. Which of the following is a common
connection that you can leverage?
One of your customers may refer a potential buyer
One of your fellow employees knows the potential buyer
An acquaintance outside of your organization knows the potential buyer
All of the above
To confirm timing of a purchase with your buyer,
you should ensure all of the following are
covered EXCEPT
Verifying when they need to eliminate specific challenges.
Verifying when they need to achieve their goal by.
Verifying when they need to implement their plan.
Verifying all of the positive changes that will occur by hitting your recommended timelines.
A potential buyer just explained to you why they
want to purchase your product. What should you
do next?
Encourage the potential buyer to help group-sell the decision maker on the final details.
Ensure that the potential buyer has purchasing power.
Acknowledge what they said by repeating it back to them. Ask them to elaborate.
Repeat back to them that theyre ready to purchase and send over the contract.
What is the buyer doing during the awareness
stage of their buying journey? Identifying a
challenge theyre experiencing or an opportunity
they want to pursue. Becoming aware of the ways
your solution can help them. Evaluating
different approaches or methods available to help
them with a challenge or opportunity theyve
decided to address.
17
Trying to choose a specific solution within a
specific solution category. What is your role
during the awareness stage of the buyers
journey? Help the buyer define their goals and
challenges. Help the buyer understand the
different ways they might address a goal or
challenge. Convince the buyer to buy your
product or service. Help the buyer weigh the
pros and cons of your solution relative to other
options. What is the buyer doing during the
consideration stage of their buying
journey? Identifying a challenge theyre
experiencing or an opportunity they want to
pursue. Considering the pros and cons of using
your solution. Evaluating different approaches
or methods available to help them with a
challenge or opportunity theyve decided to
address. Trying to choose a specific solution
within a chosen solution category.
What is your role during the consideration stage
of the buyers journey? To help the buyer define
their goals and challenges. To help the buyer
understand the different ways they might address
a goal or challenge. To convince the buyer to
buy your product or service. To help the buyer
weigh the pros and cons of your solution relative
to other options.
18
What is the buyer doing during the decision stage
of their buying journey? Identifying a challenge
theyre experiencing or an opportunity they want
to pursue. Deciding on a budget for the next 12
months. Evaluating different approaches or
methods available to help them with a challenge
or opportunity theyve decided to
address. Trying to choose a specific solution
within a chosen solution category. You should
do all of the following activities during the
identify phase of your inbound sales strategy
EXCEPT Identify active buyers Identify passive
buyers Research potential buyers Help a lead
identify their goals and challenges You should
do all of the following activities during the
connect phase of your inbound sales strategy
EXCEPT Contact inbound leads Introduce yourself
to common connections Leave voicemails for your
leads Offer your leads a product demo You
should do all of the following activities during
the explore phase of your inbound sales strategy
EXCEPT Explore your leads goals and
challenges. Guide your lead toward the right
conclusion, even if thats not to buy from you.
19
Explore the ways your product or service can help
your lead achieve their goals or overcome their
challenges. Position yourself as an expert who
can help your lead sort through their goals and
challenges. You should do all of the following
activities during the advise phase of your
inbound sales strategy EXCEPT Deliver a
presentation explaining how youre uniquely
positioned to help the buyer achieve their
goals. Help the buyer connect your companys
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. What
is the goal of the identify phase of an inbound
sales strategy? 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. 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
20
When you identify an active buyer, what stage of
the buyers journey will they most often be
in? The awareness stage The consideration stage
The decision stage The inbound stage
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 hasnt 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 but isnt looking to buy right
now True or false? You should only start
identifying passive buyers after identifying all
of the active buyers. True False 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.
21
Ideal customer profiles are used by marketing
teams, while buyer personas are used by
salespeople. 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 dont seem overeager. On a weekly cadence,
since these leads are unlikely to lose interest
in your offering. What is the difference
between a sales process and an inbound sales
strategy? A sales process is an outdated,
seller-focused idea. An inbound sales strategy
replaces the need for a sales process. Every
sales team has its own sales process, but an
inbound sales strategy can be implemented by
every sales team. A sales process describes the
steps a seller takes during a sales cycle, while
an inbound sales strategy describes the steps a
buyer takes. An inbound sales strategy is a type
of sales process. All of the following are
examples of inbound leads EXCEPT A live chat
from a website visitor A phone call into your
company Someone who reaches out to you on
LinkedIn or Twitter Someone who mentions your
company on LinkedIn or Twitter
22
All of the following could be a trigger event
EXCEPT A press release or job posting from a
good-fit company A good-fit person mentioning a
relevant keyword or hashtag on social media A
good-fit person mentioning one of your
competitors on social media A good-fit person
submitting a form on your website. What should
a business-to-business salesperson do if their
website gets multiple anonymous visits from a
single company? Improve their websites
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
An inbound sales strategy focuses on identifying
people who . might already be interested work
at major corporations have a budget, the right
authority, a need, and a timeline are already
familiar with your product or service 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
23
a type of company, a portion of the general
population a small group of target accounts, a
larger group of prospects How long should each
message in your sequence be? Short. Voicemails
should be less than 15 seconds and emails should
be less than 200 words. It varies. If you have
a lot of relevant information you have to share,
your messages will be longer. As long as they
need to be to communicate your value
proposition. As long as possible. Increasing the
amount of information you share increases the
likelihood that a lead will engage with you. How
often should you reference yourself in your
outreach messages? Never. 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. Fill in the Blank
End each email with a . Question Offer Joke
Deadline All of the following are examples of
social selling EXCEPT Reading, sharing, and
commenting on blog posts Following and engaging
with thought leaders on social media platforms
24
Sharing content from your company and other
sources on social media Sending a series of
personalized emails to good-fit prospects Which
of the following is an example of a common
connection? Your brother-in-law has a friend who
could benefit from your offering. A potential
buyer lives in the town where you grew up. You
meet a good-fit prospect at an industry
event. You and a potential buyer went to the
same university. All of the following might be
included in an ideal customer profile
EXCEPT Economic factors that make a customer
ideal or not ideal Market segments that are
ideal or not ideal to sell into Geographic
locations that are ideal or not ideal to sell
into Goals and challenges an ideal customer
needs help with What is a trigger event? An
action that triggers an automated email from your
marketing automation platform. Anything that
indicates that you could provide immediate value
to someone. An action that indicates a prospect
is ready to move from the identify phase to the
connect phase. An event that indicates a sales
opportunity is about to expire. When should you
transition to the explore phase? After youve
confirmed the buyers budget and authority When
the buyer answers one of your calls or emails
25
When the buyer confirms theyre interested in
discussing a goal or challenge with you As soon
as you begin researching the buyers context and
needs 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. Fill in the
blank. If a prospect says, Im thinking about
moving into a larger facility, thats an
example of a . goal challenge plan timeline W
hat does it mean to make your outreach
"holistic"? Working with as many different kinds
of people as possible. Trying to solve as many
problems as you can for each prospect. Sharing
all of the relevant information at the same time
instead of sharing a little at a
time. Providing the same level of human, helpful
service to people at every stage of the life
cycle.
26
How can you make sure the content you share is
relevant to your prospects? Make a list of the
problems you help your customers solve and map
your content to those problems then share
relevant content. Have physical copies of your
company's content on your desk so you can flip
through them during phone calls and find what
you're looking for. Share as much content as
possible with each prospect to increase the
likelihood of giving them the content they
need. Reduce the amount of content you use and
focus on sharing only the content that is
relevant in the decision stage of the buyer's
journey. Fill in the blank. If a prospect says,
If I dont find a way to solve this problem,
Im going to have to start laying off employees,
thats an example of a . goal consequence
implication timeline Fill in the blank. If a
prospect says, If I can find a way to fix this,
I think well be able to open a second location
next year, thats an example of a . goal
consequence implication timeline
27
What should your outreach messages try to
do? Persuade the buyer to shorten their buying
timeline. Generate a response of any kind from
the buyer. Help the buyer make progress in
defining or solving their problem. Move the
buyer into the next stage of the buyers
journey. If a lead calls you in response to a
voicemail you left, what should you do? Ask
questions about their budget and authority to
make sure they're a qualified lead. Skip the
connect call and transition immediately into an
explore call. Run the connect call as you would
have if they had answered the phone when you
initially called. Move the conversation to email
to make it more convenient for them. Your
teammate creates an outreach sequence with 10
steps in it and asks you if you think thats a
good length. How do you respond? Thats a good
start, but you should probably plan on creating a
few additional steps. Thats probably good.
10 is usually the right number of steps to
have. Thats probably too many steps. Its
generally best to end a sequence at five steps
because you wont get many additional responses
after the fifth attempt. Hard to say. There
isnt a single best practice around the right
number of steps in an outreach sequence. If
your company doesnt produce very much content,
all of the following are good alternatives
EXCEPT Sharing content from other sources
Offering free consultations
28
Creating your own content Proceeding with your
inbound strategy without using content All of
the following are advantages of using the CGP,
TCI, BA framework EXCEPT Understanding You
can make sure you dont miss details that are
important in understanding your buyers
context. Effective communication You can have a
structure for communicating your prospects
story back to them, helping them know that you
heard them. Advising You can position your
products and services as a solution to your
buyers challenges. Identifying You can have a
clear way to measure whether a potential lead is
a good fit for your offering. What do you need
to do before connecting with someone on social
media? Verify their buying authority Provide
some kind of help or value to them Determine how
good of a fit they are for your offering Monitor
their content for four to six weeks How long
should the rapport-building part of an
exploratory call be? Short. Dont spend more
than a few seconds on rapport building. Long
enough to get the prospect comfortable discussing
goals and challenges with you, but not so long
that it requires the rest of the call to be
rushed. As long as possible. Increasing the
amount of time spent building rapport will
increase the prospects likelihood of moving to
the advise phase of your inbound sales strategy.
29
It will vary based on your personal sales
style. You should do all of the following in
your sales presentation EXCEPT Confirm the
prospect's timeline. Ask the prospect to commit
to your fee. Discuss how the prospect typically
makes a purchase. Show the prospect as many
features of your offering as possible. All of
the following questions are part of the 1-10
closing technique EXCEPT On a scale of one to
ten, where one is "I'm not at all interested in
working with you," and ten is, "I want to buy
right now," what number would you say you
are? Wow, that's a high number! Why did you pick
that number? That makes sense. Sounds like you
have a lot of good reasons to buy our product. So
why didn't you pick ten as your number? I
understand. Now I'm going to pick a number that I
think is the right number for you. What number
do you think I'm going to pick? How should you
begin your sales presentation? With a
description of your products features and value
propositions. With a recap of your previous
conversations, to make sure that you and your
prospect have a shared understanding of what has
previously been discussed. By discussing how
your offering will help them achieve the goals
theyve shared with you in previous
conversations. By confirming the prospects
budget and authority.
30
How do you determine the timeline for closing a
deal? Ask the prospect when they need to achieve
their goal and work backwards from that date to
determine when they need to sign the
contract. Ask the prospect when they need to
achieve their goal and have them sign the
contract on that date. Recommend a deadline based
on the length and complexity of your sales cycle.
Allow the prospect to choose the date they think
will be best for closing the deal. Where in your
presentation should you present case studies on
other companies youve 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
prospects situation. 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? Rapport building CGP TCI BA
31
What is the purpose of the 1-10 closing
technique? To help the buyer define a timeline
for purchasing your solution To convince the
buyer to purchase your solution To help the
buyer weigh the pros and cons of moving forward
with your solution To qualify leads during the
exploratory call Here's a paragraph from a recap
email You need to get into your new office
space before the end of this quarter. You have
aggressive hiring goals for next quarter and if
you haven't relocated into a larger space by
then, you won't be able to hit those goals. On
the other hand, if you get into the space you're
currently looking at, the amenities included in
that space will help you attract new talent.
Which part of the explore phase does it
accomplish? Rapport building CGP TCI BA When
using the 1-10 closing technique, what should you
do if your prospect gives you number lower than
six? Back up to the explore phase of your
inbound sales strategy and figure out what you
missed. End the meeting as quickly as possible
and stop pursuing that lead. Offer them a
discount. Split the difference and recalculate
the lead value.
32
Here's a paragraph from a recap email. You
currently have a quote from a moving company for
about 5,000, but you would be willing to pay
twice that much if it meant ensuring your
equipment was moved safely and on time. However,
the decision isn't yours alone. Sebastian is in
charge of the equipment and Sal will have to
approve the higher budget. We'll include them in
our next meeting to discuss the details of where
we go from here. Which part of the explore
phase does it accomplish? Rapport building
CGP TCI BA All of the following are questions
to ask while discussing authority EXCEPT How
have decisions like this been made in the past?
Who else needs to be involved in this
decision? Do you typically discuss things like
this with anyone in your family or with another
trusted advisor? Are you the right person for
me to be talking with? Your teammate is
prepping for a sales presentation and they've
outlined the points they want to cover 1. Recap
of previous discussions 2. Explanation of how
other people in similar situations have proceeded
3. Pros and cons of various approaches They want
your feedback on this outline. What would you
say? This is a good start, but you need to
advise them on the best path to achieving their
goals and explain how we can help them get
there. This is a good way to finish the
presentation, but you should start by explaining
our offering and how it can solve their
problems.
33
This is okay, but a better approach would be to
give them a demonstration of our
product. This is great! Leave it like it
is. Here's an agenda that follows the CGP, TCI,
BA framework 1. Build rapport, recap previous
conversations, set agenda. 2. Explore the
challenges the prospect has and their plans for
overcoming them. 3. Explore their timeline and
discuss the consequences of inaction and the
implications of success. 4. Explore budget and
authority. In this agenda, which part of the
CGP, TCI, BA framework needs improvement? CGP TCI
BA Its fine as is Fill in the blanks The
plan you present during the advise phase of your
inbound sales strategy closes the gap between
and . your prospect's budget, your company's
needs your goals, your prospect's goals where
the prospect is now, where they want to be the
awareness stage of the buyer's journey, the
consideration stage of the buyer's
journey Here's an agenda that follows the CGP,
TCI, BA framework 1. Rapport building, recap,
and agenda. 2. The prospect's goals, the
challenges they face in achieving those goals,
and their plan for overcoming those challenges.
3. What happens if they fail? What happens if
they succeed? 4. Their available budget and
their usual decision-making process. In this
agenda, which part of the CGP, TCI, BA framework
needs improvement? CGP
34
TCI BA Its fine as is Here's an agenda that
follows the CGP, TCI, BA framework 1. Ask
how business is going, review what youve already
talked about, lay out the plan for this
conversation. 2. Ask about their challenges and
goals. Discuss their plans. 3. Ask about their
timeline. Uncover what they stand to lose and
gain. 4. Find out who else needs to be involved
in the decision to buy or not buy. In this
agenda, which part of the CGP, TCI, BA framework
needs improvement? CGP TCI BA Its fine as
is What is the main goal of a presentation? To
provide value to the prospect To recap the
exploratory call To work with the buyer on
pricing To review what the potential buyer
should know 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.
?
?
35
End the call as quickly as possible because
there's no reason to spend time talking to
junior employees. Ask to talk to their supervisor
and see if you can qualify that person as a lead.
?
?
What is an inbound lead?
? ? ? ?
An anonymous website visitor A person who buys a
product without speaking with a sales rep A lead
who requests a product demonstration A person who
has visited your website and identified
themselves in some way
What does it mean to make your outreach "helpful"?
? ? ?
Telling people how to solve their
problems. Telling people what problems they
should focus on. Providing people the insight and
guidance they need at each step of the buyers
journey. Explaining things to your prospects as
simply as possible.
?
Fill in the blank. If a prospect says, Im
hoping to get this figured out before the end of
the quarter, thats an example of a .
? ? ? ?
goal consequence implication timeline
What is your role during the decision stage of
the buyers journey?
? ?
To help the buyer define their goals and
challenges. To help the buyer understand the
different ways they might address a goal or
challenge. To convince the buyer to buy your
product or service. To help the buyer weigh the
pros and cons of your solution relative to other
options.
? ?
36
How can you start building rapport before getting
on a call?
? ? ? ?
By researching your prospect By practicing your
sales pitch By sending multiple emails to prepare
the buyer for the call By preparing a discount
ahead of time
Which of the following is the BEST way to discuss
a prospects budget?
? ? ? ?
Ask the prospect how much theyre planning to
invest to achieve their goals. Suggest a price
thats high enough that you can let them
negotiate the price down. Offer a discount based
on their goals and timeline. Give them a
time-bound quote.
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