Blog

Does every salesperson at the client’s company needs to recognize how an inbound lead was generated?

 

 A)  No, because inbound-generated leads sell themselves and no salesperson will ever need to interact with them.

 

B)  Yes, because now that you’re working for the client, any lead worked by their salespeople will come from inbound marketing.

 

C)  No, because once a contact is transferred from the inbound marketing funnel, it becomes a sales qualified lead (SQL). Salespeople dictate a lead’s value as they work it, so its source is of no consequence.

 

D)  Yes, because your lead’s specific characteristics are integral to the selling process, and it’s important the salesperson can connect that lead intelligence back to the inbound effort for the sake of reporting ROI.

 

True or false? If the metrics you originally planned prove to be misaligned with what you inevitably must be reporting, it’s healthy for your agency to review your retainer with your client every 3, 6, and 9 months.

 

 A)  TRUE

 

B)  FALSE

 

In month 9 of a 12-month client retainer, what should your agency do to prepare for a high quality renewal call when the day comes?

 

 

A.) Confirm the call is already scheduled, don’t leave the renewal conversation for the last minute

 

B.) Approach campaign-focused questions head-on, addressing all data points, whether positive or negative

 

C.) Use any positive momentum to leverage potential upgrades to demonstrate continuous forward progress

 

D.) A and C

 

E.) B and C

 

F.) All of the above

 

 

True or false? Your debrief after terminating an agency client should only recap positive interactions with your former client.

 

 

True

 

False

 

When on a call with the client, if the conversation shifts to a negotiation, and the client drops an “anchor,” what is now your main responsibility?

 

 

Stay silent and let them talk themselves out of it

 

Deduce what they really want

 

Return the tone to standard conversation

 

Assert control over the negotiation

 

True or false? Asking open-ended questions with a client during a negotiation encourages them to speak plainly.

 

 

True – because questions starting with “why,” “what,” and “how” will position the client to explain their thinking, and get you back closer to an open, human conversation.

 

False – because most negotiations aren’t negotiations. If you have a contract, you can be direct in your communication.

 

True – because if the client keeps talking, they will be more reasonable in their negotiation.

 

False – because sentences starting with “actually,” “well,” and “don’t,” place you in a position of power and that will help them understand that you’re really trying to help them.