Inbound Sales Certification
- How long should each message in your sequence be?
- How quickly should you contact inbound leads?
- What is your role during the consideration stage of the buyer’s journey?
- Fill in the blank: If a prospect says, “I’m thinking about moving into a larger facility,” that’s an example of a _____.
- What is an inbound lead?
- All of the following are advantages of using the CGP, TCI, BA framework EXCEPT:
- How often should you reference yourself in your outreach messages?
- What is the difference between ideal customer profiles and buyer personas?
- What do you need to do before connecting with someone on social media?
- 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 _____.
- When you identify an active buyer, what stage of the buyer’s journey will they most often be in?
- Your teammate is prepping for a sales presentation and they’ve outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say?
- If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT:
- What is a passive buyer?
- How long should the rapport-building part of an exploratory call be?
- What is the purpose of the 1-10 closing technique?
- Where in your presentation should you present case studies on other companies you’ve worked with?
- What is your role during the awareness stage of the buyer’s journey?
- What is the buyer doing during the consideration stage of their buying journey?
- What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?
- You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:
- Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _____ and _____.
- 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?
- Here’s an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect’s goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
- What does it mean to make your outreach “helpful”?
- What is your role during the decision stage of the buyer’s journey?
- 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 _____.
- You should do all of the following in your sales presentation EXCEPT:
- How should you begin your sales presentation?
- What is the buyer doing during the awareness stage of their buying journey?
- How can you make sure the content you share is relevant to your prospects?
- 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?
- Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
- Which of the following is an example of a common connection?
- All of the following are examples of social selling EXCEPT:
- If a lead calls you in response to a voicemail you left, what should you do?
- When should you transition to the explore phase?
- 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 _____.
- All of the following questions are part of the 1-10 closing technique EXCEPT:
- Fill in the Blank: End each email with a _____.
- All of the following are questions to ask while discussing authority EXCEPT:
- What is an active buyer?
- You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:
- What should your outreach messages try to do?
- All of the following are examples of inbound leads EXCEPT:
- Which of the following is the BEST way to discuss a prospect’s budget?
- 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?
- When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?
- Here’s an agenda that follows the CGP, TCI, BA framework: 1. Build rapport, recap previous conversations, set agenda. 2. Explore the challenges the prospect has and their plans for overcoming them. 3. Explore their timeline and discuss the consequences of inaction and the implications of success. 4. Explore budget and authority. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
- All of the following could be a trigger event EXCEPT:
- What is a trigger event?
- How can you start building rapport before getting on a call?
- True or false? You should only start identifying passive buyers after identifying all of the active buyers.
- All of the following might be included in an ideal customer profile EXCEPT:
- What is the main goal of a presentation?
- What does it mean to make your outreach “human”?
- What is the buyer doing during the decision stage of their buying journey?
- Here’s a paragraph from a recap email. “You currently have a quote from a moving company for about $5,000, but you would be willing to pay twice that much if it meant ensuring your equipment was moved safely and on time. However, the decision isn’t yours alone. Sebastian is in charge of the equipment and Sal will have to approve the higher budget. We’ll include them in our next meeting to discuss the details of where we go from here.” Which part of the explore phase does it accomplish?
- 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 _____.
- You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:
- You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:
- How do you determine the timeline for closing a deal?
- What does it mean to make your outreach “holistic”?
- 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?