You’ve just joined a new company as one of their newest inbound sales representatives and are excited to begin executing on their connect strategy. You’ve recently identified a potential buyer, determined their persona, and identified which lead source they came from. What are your next steps as an inbound salesperson, in order?

QUESTION You’ve just joined a new company as one of their newest inbound sales representatives and are excited to begin executing on their connect strategy. You’ve recently identified a potential buyer, determined their persona, and identified which lead source they Read More …

You’ve placed a connect call and sent a follow-up connect email, and fortunately, the potential buyer reaches back out. He expresses interest in the help you offered in your phone call and email outreach. Based on the process outlined in the Connect class, your next step should be:

QUESTION You’ve placed a connect call and sent a follow-up connect email, and fortunately, the potential buyer reaches back out. He expresses interest in the help you offered in your phone call and email outreach. Based on the process outlined Read More …

True or false? When defining personas, you should first segment your target market by the types of companies, and then the different types of people you target within those companies.

QUESTION True or false? When defining personas, you should first segment your target market by the types of companies, and then the different types of people you target within those companies. True False   The correct answer is: True Explanation: Read More …

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 Read More …

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 Read More …

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 Read More …