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How do you address the client’s sales practices on the kickoff call?

 

 

Recommend to your point of contact at the client to keep the salespeople to the kickoff altogether.

 

Remind them inbound will begin generating leads that the salespeople have to work within the first 60 days.

 

Invite them to the call, but keep the responsibility of persona-crafting to the marketing team, considering sales will never interact with the persona.

 

Introduce the concept of inbound sales to the salespeople present on the call, but don’t integrate them into your marketing campaigns.

What other questions should Acme ask about Pluto Pool Co.’s goals?

 

 

A.) Ask how they determined this number

 

B.) They should have avoided asking if the information was informed by old data

 

C.) Ask if the goal could be in a range, for instance, 2-3 customers

 

D.) A and C

 

E.) B and C

 

F.) All of the above

 

What additional modification(s) should Acme make to Pluto Pool Co.’s goals?

 

 

Confirm the goal is quantifiable

 

Confirm the goal is attainable for their agency

 

Confirm the goal’s end-date

 

None of the above

 

Why is it recommended to refer back to the initial sales call notes during the early strategy planning sessions with the client?

 

 

A)  Because it helps set precedent for your work and reaffirms your original retainer as foundational to the goals you’re discussing and planning now.

 

B)  Because it helps you identify the client’s weaknesses.

 

C)  Because it seats you in a position of power.

 

D)  Because sales sets expectations, and you need to distance yourself from them as soon as the real marketing work begins.

 

Fill in the blank: In preparation for regular engagement with your first client, every person at your agency needs to _________ to provide foundational knowledge for delivering on your agency’s methodology, no exceptions.

 

 

 A)  become HubSpot Certified

 

B)  re-read the client’s retainer

 

C)  become Inbound Certified

 

D)  post to your agency social media account every day

 

 

True or false? By definition, Pluto Pool Co. is a channel deal to Acme Agency.

 

 

True

 

False