CertificationAnswers

Fill in the blank: After opening the call, the second step of the solution design and planning call is to translate your prospect’s goals into ____________.

 

• measurable inbound targets
• the CEO test
• CGP, TCI, and BA
• SMART inbound goals

 

You and your firm’s cofounder both worked in higher education for years before starting the company. You agree that because of your past experience, you want to work with clients in the same industry you’re familiar with. You feel you have the opportunity to build specialized content marketing campaigns for higher education clients and can be proactive when building lead generation campaigns. Which lead generation strategy would be the fastest way to get started selling retainers?

 

• Looking to existing relationships
• Targeting by vertical
• Targeting by location
• Focusing on target accounts

 

If you have a list of former clients and a list of current, project-based clients, which lead generation strategy would be the fastest way to get started selling retainers?

 

• Looking to existing relationships
• Targeting by vertical
• Targeting by location
• Focusing on target accounts

 

You are at the end of the solution design and planning call with a prospect, but you don’t feel they have bought-in and are confident in your plan. What step(s) should you take?

 

• Ask the prospect how they feel. Use a tie-down question such as “What do you feel least confident about?”
• Continue to move forward. When you try to close, you’ll learn whether or not they have bought-in.
• Back up in the sales process. Find out where you lost the prospect and don’t move forward unless you are both in agreement.
• A and C
• A and B

 

You open a connect call with a target account like so, “Hi Ms. Prospect, this is John from Inbound Implementation. I saw a Huffington Post article naming your company as one of the top in your industry. Your strategy and growth are impressive. I work with companies like yours that are already doing well online, but are still struggling with converting traffic into more leads and sales. Does that sound familiar? Are you focused on lead generation?” What should you do to improve it for next time?

 

• After you introduce yourself, ask for permission before moving forward.
• Be more explicit in the solutions you can provide.
• Find someone at the prospect’s company you know personally and reference their name.
• Don’t make any changes, this sound bite follows all of the best practices.

 

 

True or false? You need time-tracking to be able to calculate the utilization rate of your team.

 

• True

 

• False, and it’s encouraged not to use one

 

• False, but it’s encouraged to use one