What Should A Business-To-Business Salesperson Do If Their Website Gets Multiple Anonymous Visits From A Single Company? Improve their website’s lead-capture tools Monitor the situation but wait for the company to initiate contact Call the company and offer to help Send a LinkedIn invite to the most likely buyer at the company
An Inbound Sales Strategy Focuses On Identifying People Who _________. might already be interested work at major corporations have a budget, the right authority, a need, and a timeline are already familiar with your product or service
Fill In The Blanks: For Business-To-Business Sales Teams, An Ideal Customer Profile Usually Identifies ________. For Sales Teams Who Sell Directly To Consumers, An Ideal Customer Profile Identifies ________. an industry, a geographic territory an individual company, a specific potential customer a type of company, a portion of the general population a small group of target accounts, a… Read More »
All 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… Read More »
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… Read More »
What 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.
What Is An Inbound Lead? An anonymous website visitor A person who buys a product without speaking with a sales rep A lead who requests a product demonstration A person who has visited your website and identified themselves in some way
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… Read More »
You Should Do All Of The Following Activities During The Identify Phase Of Your Inbound Sales Strategy EXCEPT: Identify active buyers Identify passive buyers Research potential buyers Help a lead identify their goals and challenges
What Is The Main Goal Of A Presentation? To provide value to the prospect To recap the exploratory call To work with the buyer on pricing To review what the potential buyer should know