Fill in the blank: If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________.
goal consequence implication timeline
Read moreHubSpot Inbound Sales Certification
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
Read moreFill in the blank: If a prospect says, “I’m hoping to get this figured out before the end of the quarter,” that’s an example of a __________.
goal consequence implication timeline
Read moreWhat 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
Read moreWhat 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
Read moreWhat 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
Read moreWhen should you transition to the explore phase?
After you’ve confirmed the buyer’s budget and authority When the buyer answers one of your calls or emails When the
Read moreWhat is a trigger event?
An action that triggers an automated email from your marketing automation platform. Anything that indicates that you could provide immediate
Read moreAll 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
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