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 ofthe following is a common connection that you can leverage?

QUESTION 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 ofthe 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 The correct answer is: Explanation: We will update later.

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When developing the content for each attempt in your sales sequence, the most important thing you can do is:

QUESTION When developing the content for each attempt in your sales sequence, the most important thing you can do is: Ensure you address them properly based on their role in the organization   Make sure your goal of selling to them is clear in your outreach Personalize the entire sales experience to the buyer’s context Support the potential buyer during their buying journey The correct answer is: Personalize the entire sales experience to the buyer’s context Explanation: We will update

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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?

QUESTION 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], I noticed your company’s 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

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All of the following are important types of context that can lead to a personalized message EXCEPT:

QUESTION All of the following are important types of context that can lead to a personalized message EXCEPT:   The buyer’s industry  The buyer’s role  The buyer’s sphere of influence  What the buyer has done on the seller’s website The correct answer is: The buyer’s sphere of influence Explanation: We will update later. sincerely thank

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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:

QUESTION 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: Establish why you’re calling 2. Position a challenge you can help people like them overcome. Establish who you are and why you’re calling 2. Establish how you and your product/service is able to help them. Validate their interest in discussing your product line. 2. Provide value to them

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What is the correct order of the three steps to set up your Connect strategy?

QUESTION What is the correct order of the three steps to set up your Connect strategy? Determine your personas, define your negative personas, and define the ways in which you will reach the personas. Determine your primary persona, define the sequence for them, and define the connect method for each persona. Determine your personas, define the challenge for each persona, and define the connect method for each persona. Determine your personas, define the sequences for each persona, and define the

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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?

QUESTION 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 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.” “There aren’t any

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Why is it important to get your potential buyer to reflect back on their goals and challenges?

QUESTION 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 getting them to think critically about their situation. It’s important because you’re leveraging the power and impact of repetition. It’s not important for the potential buyer to reflect back, you should always be moving the sale forward, not backward. The correct answer is: It’s important because

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Why is recapping the conversation you just had during an exploratory meeting so important?

QUESTION Why is recapping the conversation you just had during an exploratory meeting so important? It demonstrates what an experienced salesperson you are. The potential buyer will be less likely to try to leverage a cheaper price from you. The potential buyer will appreciate how effectively you listened during the meeting and will be excited for the next steps. It gets them to believe that inbound is a real thing. The correct answer is: The potential buyer will appreciate how

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You’re discussing a potential buyer’s plan to reach one of their goals for this year. You discover they have some reservations about the plan and aren’t completely confident in it. How can you help the potential buyer feel more confident?

QUESTION You’re discussing a potential buyer’s plan to reach one of their goals for this year. You discover they have some reservations about the plan and aren’t 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 Elevate their concerns by positioning solutions that will help them overcome any problems while reaching their goals Quickly but politely end the call so you can focus on

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A potential buyer just shared a very important goal they have with you. What should you do next?

QUESTION A potential buyer just shared a very important goal they have with you. What should you do next? Have the potential buyer quantify the goal Encourage the potential buyer to write it down Ask the potential buyer to share this goal with their leader/manager Identify who came up with this goal The correct answer is: Have the potential buyer quantify the goal Explanation: We will update later. sincerely thank

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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 don’t have enough understanding of the buyer’s context to deliver a personalized presentation yet.

QUESTION 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 don’t have enough understanding of the buyer’s context to deliver a personalized presentation yet. True False The correct answer is: True Explanation: We will update later. sincerely thank

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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?

QUESTION 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? Tell them you will send them a recap before your next call, later on. 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

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