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?

Hubspot Inbound Sales
QUESTIONYour 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.”“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.”The correct answer is:“This is a good…
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All of the following are questions to ask while discussing authority EXCEPT:

Hubspot Inbound Sales
QUESTIONAll 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?”The correct answer is:“Are you the right person for me to be talking with?”Explanation: We will update later. sincerely thank
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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?

Hubspot Inbound Sales
QUESTIONHere’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 buildingCGPTCIBAThe correct answer is:TCIExplanation: We will update later. sincerely thank
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What should your outreach messages try to do?

Hubspot Inbound Sales
QUESTIONWhat 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 buyer’s journey.The correct answer is:Help the buyer make progress in defining or solving their problem.Explanation: We will update later. sincerely thank
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What is an inbound lead?

Hubspot Inbound Sales
QUESTIONWhat is an inbound lead?An anonymous website visitorA person who buys a product without speaking with a sales repA lead who requests a product demonstrationA person who has visited your website and identified themselves in some wayThe correct answer is:A person who has visited your website and identified themselves in some wayExplanation: We will update later. sincerely thank
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What is the difference between ideal customer profiles and buyer personas?

Hubspot Inbound Sales
QUESTIONWhat 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 customer profiles are used by marketing teams, while buyer personas are used by salespeople.The correct answer is:Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.Explanation: We will update later. sincerely thank
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What is the main goal of a presentation?

Hubspot Inbound Sales
QUESTIONWhat is the main goal of a presentation?To provide value to the prospectTo recap the exploratory callTo work with the buyer on pricingTo review what the potential buyer should knoworTo review what the potential buyer should knowTo add valueTo work with the buyer on pricingTo recap the exploratory callThe correct answer is:To add valueExplanation: We will update later. sincerely thank
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Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve 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?

Hubspot Inbound Sales
QUESTIONHere’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve 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?CGPTCIBAI’ts fine as isThe correct answer is:BAExplanation: We will update later. sincerely thank
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Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _______ and _______.

Hubspot Inbound Sales
QUESTIONFill 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 needsyour goals, your prospect’s goalswhere the prospect is now, where they want to bethe awareness stage of the buyer’s journey, the consideration stage of the buyer’s journeyThe correct answer is:where the prospect is now, where they want to beExplanation: We will update later. sincerely thank
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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?

Hubspot Inbound Sales
QUESTIONHere’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?CGPTCIBAIt’s fine as isThe correct answer is:CGPExplanation: We will update later. sincerely thank
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Which of the following is the BEST way to discuss a prospect’s budget?

Hubspot Inbound Sales
QUESTIONWhich of the following is the BEST way to discuss a prospect’s budget?Ask the prospect how much they’re planning to invest to achieve their goals.Suggest a price that’s 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.The correct answer is:Ask the prospect how much they’re planning to invest to achieve their goals.Explanation: We will update later. sincerely thank
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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?

Hubspot Inbound Sales
QUESTIONHere’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 buildingCGPTCIBAThe correct answer is:BAExplanation: We will update later. sincerely thank
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When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?

Hubspot Inbound Sales
QUESTIONWhen 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.The correct answer is:Back up to the explore phase of your inbound sales strategy and figure out what you missed.Explanation: We will update later. sincerely thank
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What is the purpose of the 1-10 closing technique?

Hubspot Inbound Sales
QUESTIONWhat is the purpose of the 1-10 closing technique?To help the buyer define a timeline for purchasing your solutionTo convince the buyer to purchase your solutionTo help the buyer weigh the pros and cons of moving forward with your solutionTo qualify leads during the exploratory callThe correct answer is:To help the buyer weigh the pros and cons of moving forward with your solutionExplanation: We will update later. sincerely thank
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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?

Hubspot Inbound Sales
QUESTIONHere’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 buildingCGPTCIBAThe correct answer is:CGPExplanation: We will update later. sincerely thank
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Where in your presentation should you present case studies on other companies you’ve worked with?

Hubspot Inbound Sales
QUESTIONWhere 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.The correct answer is:Not at all, unless the prospect has specifically asked for them or if they are especially relevant to the prospect’s situation.Explanation: We will update later. sincerely thank
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How do you determine the timeline for closing a deal?

Hubspot Inbound Sales
QUESTIONHow 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.The correct answer is: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.Explanation: We will update later. sincerely thank
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All of the following questions are part of the 1-10 closing technique EXCEPT:

Hubspot Inbound Sales
QUESTIONAll 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?The correct answer is:I understand. Now I’m going to pick a number that I think is the right number for you. What number do…
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You should do all of the following in your sales presentation EXCEPT:

Hubspot Inbound Sales
QUESTIONYou 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.The correct answer is:Show the prospect as many features of your offering as possible.Explanation: We will update later. sincerely thank
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How long should the rapport-building part of an exploratory call be?

Hubspot Inbound Sales
QUESTIONHow long should the rapport-building part of an exploratory call be?Short. Don’t 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 prospect’s likelihood of moving to the advise phase of your inbound sales strategy.It will vary based on your personal sales style.The correct answer is: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.Explanation: We will update later. sincerely thank
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