True or false? You should only start identifying passive buyers after identifying all of the active buyers.
You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:
You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:
You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:
Fill in the blank: If a prospect says, “I’m thinking about moving into a larger facility,” that’s an example of a __________.
Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?
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 ________.
What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?
Fill 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 __________.
Here’s a paragraph from a recap email. “You mentioned that you need to get into a larger space, but you have a lot of specialized equipment that can’t be moved easily. Your best plan is to hire a moving company, but you’re worried that the equipment will get damaged or miscalibrated in the move.” Which part of the explore phase does it accomplish?
Your teammate creates an outreach sequence with 10 steps in it and asks you if you think that’s a good length. How do you respond?
If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT:
Fill in the blank: If a prospect says, “If I can find a way to fix this, I think we’ll be able to open a second location next year,” that’s an example of a __________.
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 __________.
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 space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?
