HUBSPOT INBOUND SALES
You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:
-Explore your lead's goals and challenges.
-Guide your lead toward the right conclusion, even if that's not to buy from you.
-Explore the ways your product or service can help your lead achieve their goals or overcome their challenges.
-Position yourself as an expert who can help your lead sort through their goals and challenges. - answer- Explore the ways your product or service can help your lead achieve their goals or overcome their challenges.
You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:
-Deliver a presentation explaining how you're uniquely positioned to help the buyer achieve their goals.
-Help the buyer connect your company's broad positioning to their specific goals and challenges.
-Provide the buyer with case studies and general information about your company.
-Ask the buyer to buy your product or service. - answer- Provide the buyer with case studies and general information about your company.
What is the difference between a sales process and an inbound sales strategy?
-A sales process is an outdated, seller-focused idea. An inbound sales strategy replaces the need for a sales process.
-Every sales team has its own sales process, but an inbound sales strategy can be implemented by every sales team.
-A sales process describes the steps a seller takes during a sales cycle, while an inbound sales strategy describes the steps a buyer takes.
-An inbound sales strategy is a type of sales process. - answer- Every sales team has its own sales process, but an inbound sales strategy can be implemented by every sales team.
What is the goal of the identify phase of an inbound sales strategy?
-To identify good-fit leads from within the large pool of available prospects.
-To identify the goals and challenges of specific prospects.
-To identify the ways your product or service can benefit people who match your buyer personas.
-To identify ways to differentiate your offering from your chief competitors' offerings. - answer- To identify good-fit leads from within the large pool of available prospects.
What is an active buyer?
-Someone who has explicitly stated their desire to buy your product
-Someone who is ready to buy your product
-Someone who is actively researching a goal or challenge -Someone who has bought from you in the past and is looking to buy again - answer- Someone who is actively researching a goal or challenge
When you identify an active buyer, what stage of the buyer's journey will they most often
be in?
-The awareness stage
-The consideration stage
-The decision stage
-The inbound stage - answer- The awareness stage
True or false? You should only start identifying passive buyers after identifying all of the active buyers. - answer- True
What 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. - answer- Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.
How quickly should you contact inbound leads?
-Preferably within minutes of receiving the lead.
-Preferably within a day or two of receiving the lead.
-Not too quickly, so you don't seem overeager.
-On a weekly cadence, since these leads are unlikely to lose interest in your offering. - answer- Preferably within minutes of receiving the lead.
All of the following are examples of inbound leads EXCEPT:
-A live chat from a website visitor
-A phone call into your company
-Someone who reaches out to you on LinkedIn or Twitter
-Someone who mentions your company on LinkedIn or Twitter - answer- Someone who mentions your company on LinkedIn or Twitter
All 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 into
-Geographic locations that are ideal or not ideal to sell into
-Goals and challenges an ideal customer needs help with - answer- Goals and challenges an ideal customer needs help with
All of the following could be a trigger event EXCEPT:
You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:
-Explore your lead's goals and challenges.
-Guide your lead toward the right conclusion, even if that's not to buy from you.
-Explore the ways your product or service can help your lead achieve their goals or overcome their challenges.
-Position yourself as an expert who can help your lead sort through their goals and challenges. - answer- Explore the ways your product or service can help your lead achieve their goals or overcome their challenges.
You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:
-Deliver a presentation explaining how you're uniquely positioned to help the buyer achieve their goals.
-Help the buyer connect your company's broad positioning to their specific goals and challenges.
-Provide the buyer with case studies and general information about your company.
-Ask the buyer to buy your product or service. - answer- Provide the buyer with case studies and general information about your company.
What is the difference between a sales process and an inbound sales strategy?
-A sales process is an outdated, seller-focused idea. An inbound sales strategy replaces the need for a sales process.
-Every sales team has its own sales process, but an inbound sales strategy can be implemented by every sales team.
-A sales process describes the steps a seller takes during a sales cycle, while an inbound sales strategy describes the steps a buyer takes.
-An inbound sales strategy is a type of sales process. - answer- Every sales team has its own sales process, but an inbound sales strategy can be implemented by every sales team.
What is the goal of the identify phase of an inbound sales strategy?
-To identify good-fit leads from within the large pool of available prospects.
-To identify the goals and challenges of specific prospects.
-To identify the ways your product or service can benefit people who match your buyer personas.
-To identify ways to differentiate your offering from your chief competitors' offerings. - answer- To identify good-fit leads from within the large pool of available prospects.
What is an active buyer?
-Someone who has explicitly stated their desire to buy your product
-Someone who is ready to buy your product
-Someone who is actively researching a goal or challenge -Someone who has bought from you in the past and is looking to buy again - answer- Someone who is actively researching a goal or challenge
When you identify an active buyer, what stage of the buyer's journey will they most often
be in?
-The awareness stage
-The consideration stage
-The decision stage
-The inbound stage - answer- The awareness stage
True or false? You should only start identifying passive buyers after identifying all of the active buyers. - answer- True
What 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. - answer- Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.
How quickly should you contact inbound leads?
-Preferably within minutes of receiving the lead.
-Preferably within a day or two of receiving the lead.
-Not too quickly, so you don't seem overeager.
-On a weekly cadence, since these leads are unlikely to lose interest in your offering. - answer- Preferably within minutes of receiving the lead.
All of the following are examples of inbound leads EXCEPT:
-A live chat from a website visitor
-A phone call into your company
-Someone who reaches out to you on LinkedIn or Twitter
-Someone who mentions your company on LinkedIn or Twitter - answer- Someone who mentions your company on LinkedIn or Twitter
All 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 into
-Geographic locations that are ideal or not ideal to sell into
-Goals and challenges an ideal customer needs help with - answer- Goals and challenges an ideal customer needs help with
All of the following could be a trigger event EXCEPT:
