Hubspot Inbound Sales

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Hubspot Inbound Sales 2018  , introduce yous to the Inbound Sales Methodology from identifying potential buyers, to developing outreach strategies, to edifice personalized presentations, this gratis certification covers the basics of what inbound sales is all about.
All the content spans the entire Inbound Sales Methodology together with each bird covers the high-level best practices together with fundamentals of these private components of the groovy methodology.

Get Certified inwards Hubspot Inbound Sales Now!

 

What is the buyer doing during the awareness stage of their buying journey?

Identifying a challenge they’re experiencing or an chance they wishing to pursue.
Becoming aware of the ways your solution tin assist them.
Evaluating different approaches or methods available to assist them alongside a challenge or chance they’ve decided to address.
Trying to withdraw a specific solution inside a specific solution category

What is your role during the awareness stage of the buyer’s journey?

Help the buyer define their goals together with challenges.
Help the buyer sympathize the different ways they mightiness address a destination or challenge.
Convince the buyer to purchase your production or service.
Help the buyer weigh the pros together with cons of your solution relative to other options.

What is the buyer doing during the consideration stage of their buying journey?

Identifying a challenge they’re experiencing or an chance they wishing to pursue.
Considering the pros together with cons of using your solution.
Evaluating different approaches or methods available to assist them alongside a challenge or chance they’ve decided to address.
Trying to withdraw a specific solution inside a chosen solution category.

What is your role during the consideration stage of the buyer’s journey?

To assist the buyer define their goals together with challenges.
To assist the buyer sympathize the different ways they mightiness address a destination or challenge.
To convince the buyer to purchase your production or service.
To assist the buyer weigh the pros together with cons of your solution relative to other options.

What is the buyer doing during the determination stage of their buying journey?

Identifying a challenge they’re experiencing or an chance they wishing to pursue.
Deciding on a budget for the side past times side 12 months.
Evaluating different approaches or methods available to assist them alongside a challenge or chance they’ve decided to address.
Trying to withdraw a specific solution inside a chosen solution category.

What is your role during the determination stage of the buyer’s journey?

To assist the buyer define their goals together with challenges.
To assist the buyer sympathize the different ways they mightiness address a destination or challenge.
To convince the buyer to purchase your production or service.
To assist the buyer weigh the pros together with cons of your solution relative to other options.

You should do all of the next activities during the connect stage of your inbound sales strategy EXCEPT:

Contact inbound leads
Introduce yourself to mutual connections
Leave voicemails for your leads
Offer your leads a production demo

You should do all of the next activities during the explore stage of your inbound sales strategy EXCEPT:

Explore your lead’s goals together with challenges.
Guide your Pb toward the correct conclusion, fifty-fifty if that’s non to purchase from you.
Explore the ways your production or service tin assist your Pb accomplish their goals or overcome their challenges.
Position yourself equally an skillful who tin assist your Pb sort through their goals together with challenges.

You should do all of the next activities during the propose stage of your inbound sales strategy EXCEPT:

Deliver a presentation explaining how you’re uniquely positioned to assist the buyer accomplish their goals.
Help the buyer connect your company’s wide positioning to their specific goals together with challenges.
Provide the buyer alongside instance studies together with full general data nearly your company.
Ask the buyer to purchase your production or service.

What is the destination of the seat stage of an inbound sales strategy?

To seat good-fit leads from inside the large puddle of available prospects.
To seat the goals together with challenges of specific prospects.
To seat the ways your production or service tin do goodness people who check your buyer personas.
To seat ways to differentiate your offering from your main competitors’ offerings.

What is an active buyer?

Someone who has explicitly stated their wishing to purchase your product
Someone who is ready to purchase your product
Someone who is actively researching a destination or challenge
Someone who has bought from yous inwards the past times together with is looking to purchase again

When yous seat an active buyer, what stage of the buyer’s journeying volition they most oft last in?

The awareness stage
The consideration stage
The determination stage
The inbound stage

What is a passive buyer?

Influenza A virus subtype H5N1 buyer who needs extra encouragement earlier they commit to buying
Influenza A virus subtype H5N1 Pb who has expressed involvement inwards your production but hasn’t committed to a timeline for buying
Influenza A virus subtype H5N1 soul who buys a production without speaking alongside a sales representative
Someone who is a goodness fit for your offering but isn’t looking to purchase correct now

True or false? You should only start identifying passive buyers afterward identifying all of the active buyers.

True
False

How chop-chop should yous contact inbound leads?

Preferably inside minutes of receiving the lead.
Preferably inside a solar daytime or 2 of receiving the lead.
Not likewise quickly, thence yous don’t seem overeager.
On a weekly cadence, since these leads are unlikely to lose involvement inwards your offering.

What is the departure betwixt a sales procedure together with an inbound sales strategy?

Influenza A virus subtype H5N1 sales procedure is an outdated, seller-focused idea. An inbound sales strategy replaces the demand for a sales process.
Every sales squad has its ain sales process, but an inbound sales strategy tin last implemented past times every sales team.
Influenza A virus subtype H5N1 sales procedure describes the steps a seller takes during a sales cycle, patch an inbound sales strategy describes the steps a buyer takes.
An inbound sales strategy is a type of sales process.

All of the next are examples of inbound leads EXCEPT:

Influenza A virus subtype H5N1 alive chat from a website visitor
Influenza A virus subtype H5N1 telephone telephone telephone into your company
Someone who reaches out to yous on LinkedIn or Twitter
Someone who mentions your companionship on LinkedIn or Twitter

All of the next could last a trigger trial EXCEPT:

Influenza A virus subtype H5N1 press unloosen or project posting from a good-fit company
Influenza A virus subtype H5N1 good-fit soul mentioning a relevant keyword or hashtag on social media
Influenza A virus subtype H5N1 good-fit soul mentioning i of your competitors on social media
Influenza A virus subtype H5N1 good-fit soul submitting a shape on your website.

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

Improve their website’s lead-capture tools
Monitor the province of affairs but hold off for the companionship to initiate contact
Call the companionship together with offering to help
Send a LinkedIn invite to the most probable buyer at the company

An inbound sales strategy focuses on identifying people who _________.

mightiness already last interested
piece of employment at major corporations
have got a budget, the correct authority, a need, together with a timeline
are already familiar alongside your production or service

Fill inwards the blanks: For business-to-business sales teams, an ideal client profile commonly identifies ________. For sales teams who sell direct to consumers, an ideal client profile identifies ________.

an industry, a geographic territory
an private company, a specific potential customer
a type of company, a portion of the full general population
a modest grouping of target accounts, a larger grouping of prospects

How long should each message inwards your sequence be?

Short. Voicemails should last less than xv seconds together with emails should last less than 200 words.
It varies. If yous have got a lot of relevant data yous have got to share, your messages volition last longer.
As long equally they demand to last to communicate your value proposition.
As long equally possible. Increasing the amount of data yous portion increases the likelihood that a Pb volition engage alongside you.

How oft should yous reference yourself inwards your outreach messages?

Never. Your messages should last exclusively nearly the buyer together with their context.
As oft equally necessary to communicate your value proposition.
As oft equally possible. You demand to withdraw your value together with expertise to the buyer.
No to a greater extent than than one-half equally much equally yous reference your buyer together with their situation.

Congratulations — yous exactly landed a project selling information technology equipment to large corporations! You have your firstly inbound lead, together with yous telephone telephone the soul who submitted it. You chop-chop realize that this soul is a junior employee alongside no buying authority. What should yous do?

Respectfully reply their questions, together with thence score them equally "unqualified" inwards your CRM together with don't pass whatever to a greater extent than fourth dimension on them.
Treat them the same agency yous would care for your target persona because there's a goodness endangerment they're doing enquiry for that person.
End the telephone telephone equally chop-chop equally possible because there's no argue to pass fourth dimension talking to junior employees.
Ask to utter to their supervisor together with reckon if yous tin qualify that soul equally a lead.

Fill inwards the Blank: End each e-mail alongside a ______.

Question
Offer
Joke
Deadline

All of the next are examples of social selling EXCEPT:

Reading, sharing, together with commenting on spider web log posts
Following together with engaging alongside thought leaders on social media platforms
Sharing content from your companionship together with other sources on social media
Sending a serial of personalized emails to good-fit prospects

Which of the next is an illustration of a mutual connection?

Your brother-in-law has a friend who could do goodness from your offering.
Influenza A virus subtype H5N1 potential buyer lives inwards the town where yous grew up.
You encounter a good-fit prospect at an manufacture event.
You together with a potential buyer went to the same university.

All of the next mightiness last included inwards an ideal client profile EXCEPT:

Economic factors that brand a client ideal or non ideal
Market segments that are ideal or non ideal to sell into
Geographic locations that are ideal or non ideal to sell into
Goals together with challenges an ideal client needs assist with

What is a trigger event?

An activity that triggers an automated e-mail from your marketing automation platform.
Anything that indicates that yous could render immediate value to someone.
An activity that indicates a prospect is ready to motion from the seat stage to the connect phase.
An trial that indicates a sales chance is nearly to expire.

When should yous transition to the explore phase?

After you’ve confirmed the buyer’s budget together with authority
When the buyer answers i of your calls or emails
When the buyer confirms they’re interested inwards discussing a destination or challenge alongside you
As shortly equally yous laid about researching the buyer’s context together with needs

What does it hateful to brand your outreach "human"?

Avoiding automated processes together with technology.
Making certain your approach is empathetic together with personable.
Making certain your firstly coming together alongside a novel prospect happens in-person.
Involving equally many different people from your companionship equally possible inwards your human relationship alongside every prospect.

What does it hateful to brand your outreach "helpful"?

Telling people how to solve their problems.
Telling people what problems they should focus on.
Providing people the insight together with guidance they demand at each measuring of the buyer’s journey.
Explaining things to your prospects equally only equally possible.

Fill inwards the blank. If a prospect says, “I’m thinking nearly moving into a larger facility,” that’s an illustration of a __________.

goal
challenge
plan
timeline

What does it hateful to brand your outreach "holistic"?

Working alongside equally many different kinds of people equally possible.
Trying to solve equally many problems equally yous tin for each prospect.
Sharing all of the relevant data at the same fourth dimension instead of sharing a footling at a time.
Providing the same bird of human, helpful service to people at every stage of the life cycle.

Fill inwards the blank. If a prospect says, “I’m hoping to larn this figured out earlier the halt of the quarter,” that’s an illustration of a __________.

goal
consequence
implication
timeline

How tin yous brand certain the content yous portion is relevant to your prospects?

Make a listing of the problems yous assist your customers solve together with map your content to those problems –– together with thence portion relevant content.
Have physical copies of your company's content on your desk thence yous tin flip through them during telephone calls together with uncovering what you're looking for.
Share equally much content equally possible alongside each prospect to increment the likelihood of giving them the content they need.
Reduce the amount of content yous utilization together with focus on sharing only the content that is relevant inwards the determination stage of the buyer's journey.

Fill inwards the blank. If a prospect says, “If I don’t uncovering a agency to solve this problem, I’m going to have got to start laying off employees,” that’s an illustration of a __________.

goal
consequence
implication
timeline

Fill inwards the blank. If a prospect says, “If I tin uncovering a agency to ready this, I shout out upward we’ll last able to opened upward a 2nd location side past times side year,” that’s an illustration of a __________.

goal
consequence
implication
timeline

If a Pb calls yous inwards response to a voicemail yous left, what should yous do?

Ask questions nearly their budget together with authorization to brand certain they're a qualified lead.
Skip the connect telephone telephone together with transition at nowadays into an explore call.
Run the connect telephone telephone equally yous would have got if they had answered the telephone when yous initially called.
Move the conversation to e-mail to larn far to a greater extent than convenient for them.

Your teammate creates an outreach sequence alongside 10 steps inwards it together with asks yous if yous shout out upward that’s a goodness length. How do yous respond?

“That’s a goodness start, but yous should in all likelihood conception on creating a few additional steps.”
“That’s in all likelihood good. 10 is commonly the correct disclose of steps to have.”
“That’s in all likelihood likewise many steps. It’s by together with large best to halt a sequence at 5 steps because yous won’t larn many additional responses afterward the 5th attempt.”
“Hard to say. There isn’t a unmarried best practise around the correct disclose of steps inwards an outreach sequence.”

If your companionship doesn’t create real much content, all of the next are goodness alternatives EXCEPT:

Sharing content from other sources
Offering gratis consultations
Creating your ain content
Proceeding alongside your inbound strategy without using content

All of the next are advantages of using the CGP, TCI, BA framework EXCEPT:

Understanding: You tin brand certain yous don’t immature lady details that are of import inwards agreement your buyer’s context.
Effective communication: You tin have got a construction for communicating your prospect’s story dorsum to them, helping them know that yous heard them.
Advising: You tin seat your products together with services equally a solution to your buyer’s challenges.
Identifying: You tin have got a clear agency to mensurate whether a potential Pb is a goodness fit for your offering.

What do yous demand to do earlier connecting alongside someone on social media?

Verify their buying authority
Provide some variety of assist or value to them
Determine how goodness of a fit they are for your offering
Monitor their content for 4 to half dozen weeks

How tin yous start edifice rapport earlier getting on a call?

By researching your prospect
By practicing your sales pitch
By sending multiple emails to ready the buyer for the call
By preparing a discount ahead of time

How long should the rapport-building component of an exploratory telephone telephone be?

Short. Don’t pass to a greater extent than than a few seconds on rapport building.
Long plenty to larn the prospect comfortable discussing goals together with challenges alongside you, but non thence long that it requires the balance of the telephone telephone to last rushed.
As long equally possible. Increasing the amount of fourth dimension spent edifice rapport volition increment the prospect’s likelihood of moving to the propose stage of your inbound sales strategy.
It volition vary based on your personal sales style.

You should do all of the next inwards 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 equally many features of your offering equally possible.

All of the next questions are component of the 1-10 closing technique EXCEPT:

On a scale of i to ten, where i is "I'm non at all interested inwards working alongside you," together with x is, "I wishing to purchase correct now," what disclose would yous tell yous are?
Wow, that's a high number! Why did yous pick that number?
That makes sense. Sounds similar yous have got a lot of goodness reasons to purchase our product. So why didn't yous pick x equally your number?
I understand. Now I'm going to pick a disclose that I shout out upward is the correct disclose for you. What disclose do yous shout out upward I'm going to pick?

How should yous laid about your sales presentation?

With a description of your product’s features together with value propositions.
With a recap of your previous conversations, to brand certain that yous together with your prospect have got a shared agreement of what has previously been discussed.
By discussing how your offering volition assist them accomplish the goals they’ve shared alongside yous inwards previous conversations.
By confirming the prospect’s budget together with authority.

How do yous determine the timeline for closing a deal?

Ask the prospect when they demand to accomplish their destination together with piece of employment backwards from that appointment to determine when they demand to sign the contract.
Ask the prospect when they demand to accomplish their destination together with have got them sign the contract on that date.
Recommend a deadline based on the length together with complexity of your sales cycle.
Allow the prospect to withdraw the appointment they shout out upward volition last best for closing the deal.

Where inwards your presentation should yous nowadays instance studies on other companies you’ve worked with?

At the kickoff of the presentation, to create credibility.
At the halt of the presentation, to encourage commitment.
Throughout the presentation, to add together continuity.
Not at all, unless the prospect has specifically asked for them or if they are peculiarly relevant to the prospect’s situation.

Here's a paragraph from a recap email. “You mentioned that yous demand to larn into a larger space, but yous have got a lot of specialized equipment that can't last moved easily. Your best conception is to hire a moving company, but you're worried that the equipment volition larn damaged or miscalibrated inwards the move.” Which component of the explore stage does it accomplish?

Rapport building
CGP
TCI
BA

What is the piece of employment of the 1-10 closing technique?

To assist the buyer define a timeline for purchasing your solution
To convince the buyer to purchase your solution
To assist the buyer weigh the pros together with cons of moving forrad alongside your solution
To qualify leads during the exploratory call

When using the 1-10 closing technique, what should yous do if your prospect gives yous disclose lower than six?

Back upward to the explore stage of your inbound sales strategy together with figure out what yous missed.
End the coming together equally chop-chop equally possible together with halt pursuing that lead.
Offer them a discount.
Split the departure together with recalculate the Pb value.

Here's a paragraph from a recap email. “You currently have got a quote from a moving companionship for nearly $5,000, but yous would last willing to pay twice that much if it meant ensuring your equipment was moved safely together with on time. However, the determination isn't yours alone. Sebastian is inwards accuse of the equipment together with Sal volition have got to approve the higher budget. We'll include them inwards our side past times side coming together to hash out the details of where nosotros larn from here.” Which component of the explore stage does it accomplish?

Rapport building
CGP
TCI
BA

Which of the next is the BEST agency to hash out a prospect’s budget?

Ask the prospect how much they’re planning to invest to accomplish their goals.
Suggest a toll that’s high plenty that yous tin allow them negotiate the toll down.
Offer a discount based on their goals together with timeline.
Give them a time-bound quote.

Here's an agenda that follows the CGP, TCI, BA framework: 1. Build rapport, recap previous conversations, laid agenda. 2. Explore the challenges the prospect has together with their plans for overcoming them. 3. Explore their timeline together with hash out the consequences of inaction together with the implications of success. 4. Explore budget together with authority. In this agenda, which component of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
It's fine equally is

Fill inwards the blanks: The conception yous nowadays during the propose stage of your inbound sales strategy closes the gap betwixt _______ together with _______.

your prospect's budget, your company's needs
your goals, your prospect's goals
where the prospect is now, where they wishing 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, together with agenda. 2. The prospect's goals, the challenges they human face upward inwards achieving those goals, together with their conception for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget together with their park decision-making process. In this agenda, which component of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
I'ts fine equally is

Here's an agenda that follows the CGP, TCI, BA framework: 1. Ask how concern is going, review what you’ve already talked about, lay out the conception for this conversation. 2. Ask nearly their challenges together with goals. Discuss their plans. 3. Ask nearly their timeline. Uncover what they stand upward to lose together with gain. 4. Find out who else needs to last involved inwards the determination to purchase or non buy. In this agenda, which component of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
I'ts fine equally is

What is the main destination of a presentation?

To render value to the prospect
To recap the exploratory call
To piece of employment alongside the buyer on pricing
To review what the potential buyer should know

You should do all of the next activities during the seat stage of your inbound sales strategy EXCEPT:

Identify active buyers
Identify passive buyers
Research potential buyers
Help a Pb seat their goals together with challenges

What is the departure betwixt ideal client profiles together with buyer personas?

Ideal client profiles are for business-to-business sales teams, patch buyer personas are for sales teams that sell direct to consumers.
Ideal client profiles broadly push clit a target market, patch buyer personas define specific sorts of people inwards that market.
Ideal client profiles push clit your existing customers, patch buyer personas are based on your leads together with prospects.
Ideal client profiles are used past times marketing teams, patch buyer personas are used past times salespeople.

What is an inbound lead?

An anonymous website visitor
Influenza A virus subtype H5N1 soul who buys a production without speaking alongside a sales rep
Influenza A virus subtype H5N1 Pb who requests a production demonstration
Influenza A virus subtype H5N1 soul who has visited your website together with identified themselves inwards some way

What should your outreach messages essay to do?

Persuade the buyer to shorten their buying timeline.
Generate a response of whatever variety from the buyer.
Help the buyer brand progress inwards defining or solving their problem.
Move the buyer into the side past times side stage of the buyer’s journey.

Here's a paragraph from a recap email: “You demand to larn into your novel component infinite earlier the halt of this quarter. You have got aggressive hiring goals for side past times side quarter together with if yous haven't relocated into a larger infinite past times then, yous won't last able to hitting those goals. On the other hand, if yous larn into the infinite you're currently looking at, the amenities included inwards that infinite volition assist yous attract novel talent.” Which component of the explore stage does it accomplish?

Rapport building
CGP
TCI
BA

All of the next are questions to enquire patch discussing authorization EXCEPT:

“How have got decisions similar this been made inwards the past?”
“Who else needs to last involved inwards this decision?”
“Do yous typically hash out things similar this alongside anyone inwards your theatre unit of measurement or alongside some other trusted advisor?”
“Are yous the correct soul for me to last talking with?”

Your teammate is prepping for a sales presentation together with they've outlined the points they wishing to cover: 1. Recap of previous discussions 2. Explanation of how other people inwards similar situations have got proceeded 3. Pros together with cons of diverse approaches They wishing your feedback on this outline. What would yous say?

“This is a goodness start, but yous demand to propose them on the best path to achieving their goals together with explicate how nosotros tin assist them larn there.”
“This is a goodness agency to complete the presentation, but yous should start past times explaining our offering together with how it tin solve their problems.”
“This is okay, but a amend approach would last to give them a demonstration of our product.”
“This is great! Leave it similar it is.”

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