Inbound Sales

Inbound Sales

Inbound Sales

Questions:

1 . What is the buyer doing during the awareness stage of their buying journey?

2 . What is your role during the awareness stage of the buyer’s journey?

3 . What is the buyer doing during the consideration stage of their buying journey?

4 . What is your role during the consideration stage of the buyer’s journey?

5 . What is the buyer doing during the decision stage of their buying journey?

6 . What is your role during the decision stage of the buyer’s journey?

7 . You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:

8 . You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:

9 . You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:

10 . What is the goal of the identify phase of an inbound sales strategy?

11 . What is an active buyer?

12 . When you identify an active buyer, what stage of the buyer’s journey will they most often be in?

13 . What is a passive buyer?

14 . True or false? You should only start identifying passive buyers after identifying all of the active buyers.

15 . How quickly should you contact inbound leads?

16 . What is the difference between a sales process and an inbound sales strategy?

17 . All of the following are examples of inbound leads EXCEPT:

18 . All of the following could be a trigger event EXCEPT:

19 . What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?

20 . An inbound sales strategy focuses on identifying people who _________.

21 . Fill in the Blank: 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 ________.

22 . How long should each message in your sequence be?

23 . How often should you reference yourself in your outreach messages?

24 . 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?

25 . Fill in the Blank: End each email with a ______.

26 . All of the following are examples of social selling EXCEPT:

27 . Which of the following is an example of a common connection?

28 . All of the following might be included in an ideal customer profile EXCEPT:

29 . What is a trigger event?

30 . When should you transition to the explore phase?

31 . What does it mean to make your outreach "human"?

32 . What does it mean to make your outreach "helpful"?

33 . Fill in the blank. If a prospect says, “I’m thinking about moving into a larger facility,” that’s an example of a __________.

34 . What does it mean to make your outreach "holistic"?

35 . 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 __________.

36 . How can you make sure the content you share is relevant to your prospects?

37 . 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 __________.

38 . 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 __________.

39 . If a lead calls you in response to a voicemail you left, what should you do?

40 . Your teammate creates an outreach sequence with 10 steps in it and asks you if that’s a good length. How do you respond?

41 . If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT:

42 . All of the following are advantages of using the CGP, TCI, BA framework EXCEPT:

43 . What do you need to do before connecting with someone on social media?

44 . How can you start building rapport before getting on a call?

45 . How long should the rapport-building part of an exploratory call be?

46 . You should do all of the following in your sales presentation EXCEPT:

47 . All of the following questions are part of the 1-10 closing technique EXCEPT:

48 . How should you begin your sales presentation?

49 . How do you determine the timeline for closing a deal?

50 . Where in your presentation should you present case studies on other companies you’ve worked with?

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