Exam (elaborations)
HUBSPOT INBOUND SALES CERTIFICATION
- Course
- Institution
HUBSPOT INBOUND SALES CERTIFICATION
[Show more]
Content preview
Inbound Sales purpose - answer- Provide helpful, human, and holistic experience to anyone who interacts with your company in anyway.What are the 3 stages of the buyers journey? - answer- Awareness, consideration, and decision.
HUBSPOT INBOUND SALES CERTIFICATION
What does the buyer become aware of in the awareness stage? - answer- Their problem
What is the best type of lead? - answer- buyers actively searching for solution + matches customer profile = best leads
What are some ways to identify an inbound lead? - answer- Started a live chat on the website.
Phone call in to the company.
Reaching out on linked in or Twitter.
Filled out a form on website.
What does the buyer do in the consideration stage? - answer- They consider all of their options
Steps to setting up and prioritize leads - answer- 1. Forward inbound leads from site to CRM
2. group inbound leads together in CRM and sort by most recently active.
3. Set up notifications direct to phone or email.
4. Cross reference lead against customer profile to determine if good fit. if yes, get context and information about the person, record it , and reach out right away!
If no, move the lead to unqualified status, and send to marketing so they can work this lead with marketing materials to address pain points in order for them to start a conversation and become a qualified lead.
social selling - answer- Using online, mobile, and social media to engage customers, build stronger customer relationships, and eventually increase sales and personal brand. Goal: to find active buyers. Action: 1 hour reading and sharing content answering questions. Notes: Spend a few hours a week finding a question by target market and answer it through social media. Frequency 3x morning lunch evening
Post to where customers and attention is. Engage and respond to people, these could become leads later on. Example: Write a blog about a frequently asked question and post on linked in, my website Pinterest and Facebook. Chop the content up into smaller pieces and create tik toks, repost to Instagram, Facebook.
Common connections - answer- Someone you know fairly well and is a great way to reach passive buyers who match customer profile that you can enrich.
Two categories of Enrichment Data - answer- 1. Information about the buyers interests
2. Information about the buyers demographics
What's the purpose of gathering a leads enrichment data? - answer- Understands a leads context. Personalize the sales experience accordingly.
How to evaluate a buyers interest? - answer- Look at what content they are engaging in
Look at the conversion event they engaged in, email, sales consultation, chat box
What is the difference between active and passive buyers? - answer- Active buyers are are aware they have a problem and are looking for the solution.
Common connections are a great way to reach out to passive and active buyers. - answer- True
I should reach out to contact an inbound lead as soon as possible. - answer- True
What's the best way to reach out to a buyer? - answer- customized message based on the context of their visits and awareness stage of the buyers journey, discover interests and needs.
Buyers Persona (acts as road map to understand buyer) - answer- Examines the person's background, daily lifestyle, how they speak, what they read & identifying a problem they might & show them how your product can help their problem
Most prospect will be in what stage of the buyer journey? - answer- Awareness stage
Goal of outreach of awareness stage is to build credibility by educating them so they will
trust your advice and want to spend more time with you. - answer- Identify goals and challenges and assist with content that educates. Blogs, ebooks, webinars, presentations, case study's etc... specific!!!!! Specific!!! Specific!!!
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller Greaterheights. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $10.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
83750 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now