Category: Inbound Sales

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 Ask the potential buyer to share this goal with their leader/manager Encourage the potential...

You’ve 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 buyer’s shoes so...

Why is it important to get your potential buyer to reflect back on their goals and challenges? It’s important because you’re getting another chance to listen to their situation. It’s important because you’re leveraging the power...

Why is recapping the conversation you just had during an exploratory meeting so important? The potential buyer will appreciate how effectively you listened during the meeting and will be excited for the next steps. The potential...

You’re 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...

Before moving into presentation mode, what information must an inbound salesperson know? The buyer’s context, so you can deliver a customized proposal to the buyer. The potential buyer’s infrastructure, so you can make sure they...

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...

Which of the following should you keep in mind when defining content for each sequence? Adjusting the length of your content accordingly – 200 words to 400 words. Pulling from your inventory of existing content. Referencing your...

What is the correct order of the three steps to set up your Connect strategy? Determine your personas, define the challenge for each persona, and define the connect method for each persona. Determine your personas, define your...

As a salesperson, you’ve decided to reach out to a prospective buyer on social media. In order to do this the inbound way, it’s important to do the following: Personalize and present your value Produce something of value...

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...

When developing a persona, you should ask yourself all of the following questions EXCEPT: How do these personas typically educate themselves on their goal or challenge? For each persona, what are the implications of inaction?...