CertificationAnswers

Your company has decided to take an inbound approach to sales. Which of the following does NOT align with your company’s new inbound sales practices?

Using a scripted sales pitch on all calls

Building relationships with your prospects

Utilizing content from each stage of the buyer’s journey

Leveraging the buyer’s context on calls

https://www.youtube.com/watch?v=SSTdbIuUS-k

Marketing’s Service Level Agreement (SLA) to sales should always include:

The promise to engage with each lead at least three times before identifying them as a Marketing Qualified Leads.

It’s not important to include anything specific in a marketing SLA, just having one is what matters.

A list of all leads on a weekly, monthly, quarterly or yearly basis that are not yet Marketing Qualified Leads.

Number of Marketing Qualified Leads provided to the sales team on a weekly, monthly, quarterly or yearly basis.

https://www.youtube.com/watch?v=5N3jZV1FHeU

Which of the following is NOT a benefit that can be gained from closed-loop reporting?

Being able to provide a timeline of all of the interactions a contact took prior to becoming a Marketing Qualified Lead.

Being able to analyze which marketing sources (organic, social, referral, etc.) are producing the most customers.

Being able to pass information to sales that can help aid them in connecting and engaging with contacts within the first 24 hours.

Being able to identify which Marketing Qualified Leads are more likely to ask for a discount when signing a contract.

https://www.youtube.com/watch?v=stforWdMDEM