HubSpot Agency Partner

After working in higher education for years, you’ve decided to start your own agency. You want to work with clients in the same industry that you’re familiar with. Which lead generation strategy would be the fastest way to get started selling retainers?

QUESTION After working in higher education for years, you’ve decided to start your own agency. You want to work with clients in the same industry that you’re familiar with. Which lead generation strategy would be the fastest way to get started selling retainers? Targeting locally Focusing on target accounts Looking to existing relationships Targeting by […]

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

QUESTION You open the connect call with a target account with the following sound bite: “Hi Ms. Prospect, this is John from Inbound Agency. I was doing some reading online and I saw the article on Huffington Post naming your company one of the top in your industry. Your strategy and growth is impressive. I […]

True or false? You should fully understand the prospect’s business by the end of the connect call. If you aren’t completely sure that your agency can help, don’t advance to the next call. You don’t want to waste the prospect’s time, or yours.

QUESTION True or false? You should fully understand the prospect’s business by the end of the connect call. If you aren’t completely sure that your agency can help, don’t advance to the next call. You don’t want to waste the prospect’s time, or yours.  A)  TRUE B)  FALSE The correct answer is: Explanation: We will […]

After opening a connect call, your prospect is resistant to having a discussion. Which of the following techniques should you use to address resistance?

QUESTION After opening a connect call, your prospect is resistant to having a discussion. Which of the following techniques should you use to address resistance? Offer to schedule an exploratory call Use a positioning statement Respect that they don’t want to talk at this point and call back later Use a power statement The correct […]

You’ve just used a positioning statement with a prospect and they say that the situation doesn’t resonate with their company. Should you try again with a different positioning statement?

QUESTION You’ve just used a positioning statement with a prospect and they say that the situation doesn’t resonate with their company. Should you try again with a different positioning statement? No, if the positioning statement didn’t resonate with the prospect, they probably aren’t a good fit. Use this as an opportunity to politely end the […]

Fill in the blanks: Fifth Season is a(n) ____________, so you should focus on ____________ when opening the connect call.

QUESTION Fill in the blanks: Fifth Season is a(n) ____________, so you should focus on ____________ when opening the connect call. target account, being helpful and respectful inbound lead, previous work you’ve done for companies in the travel industry target account, your mutual connections inbound lead, on what they’re looking for help with The correct […]

You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

QUESTION You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?  A)  No, de-prioritize the prospect and spend less time and […]

You’re having an exploratory call with the CEO and things are going great. What is the following sound bite an example of? “Mr. Prospect, I notice you’re doing a great job blogging frequently. Would you like a suggestion to drive even more traffic? Try including some keywords in your blog post titles. This will help your posts get properly indexed and help you show up in more search engine results. I’m wondering, is it important for your business to drive more website traffic? What impact would increased traffic have on your business?”

QUESTION You’re having an exploratory call with the CEO and things are going great. What is the following sound bite an example of? “Mr. Prospect, I notice you’re doing a great job blogging frequently. Would you like a suggestion to drive even more traffic? Try including some keywords in your blog post titles. This will […]

Which of the following is NOT an objective of the exploratory call?

QUESTION Which of the following is NOT an objective of the exploratory call? The agency should fully explain the definition of inbound marketing to the prospect. The prospect should review their marketing goals and challenges. The prospect should receive tips for improving their online marketing strategy. The agency should qualify and excite the prospect. The […]

You’re trying to assess the need of a prospect during the exploratory call. Your prospect responds to your questions with: “I need to get more traffic to my website. Trade shows and billboards aren’t driving the same results as they used to. Without making a change, my business won’t grow. Inbound sounds like a great fit and I’d like to start working with your team as soon as possible.” Does this prospect have a qualified need?

QUESTION You’re trying to assess the need of a prospect during the exploratory call. Your prospect responds to your questions with: “I need to get more traffic to my website. Trade shows and billboards aren’t driving the same results as they used to. Without making a change, my business won’t grow. Inbound sounds like a […]

During the exploratory call, you say to your prospect Fifth Season: “We work with companies like yours that have invested in their website but are disappointed in how it’s helping to drive new business. We take an inbound approach that drives more traffic, converts more leads, and closes more sales, so that their website becomes their most effective salesperson. We are different because we work specifically with businesses in the travel and leisure industry. We’re experts in your audience’s needs, values, and motivations, and this allows us to create an inbound marketing strategy that speaks directly to them.” What is this an example of?

QUESTION During the exploratory call, you say to your prospect Fifth Season: “We work with companies like yours that have invested in their website but are disappointed in how it’s helping to drive new business. We take an inbound approach that drives more traffic, converts more leads, and closes more sales, so that their website […]

You are preparing to close a new sale. Which of the following is NOT requirement to ensure you’re ready to ask for the business?

QUESTION You are preparing to close a new sale. Which of the following is NOT requirement to ensure you’re ready to ask for the business? The prospect has qualified need The prospect has a high BANT rating The prospect has a clear cost of inaction The prospect has seen a HubSpot demo The correct answer […]

To help confirm timing and encourage your prospect to not delay getting started with inbound marketing, what should you show during your final presentation?

QUESTION To help confirm timing and encourage your prospect to not delay getting started with inbound marketing, what should you show during your final presentation?  A)  A backwards timeline with the critical milestones and targets B)  A slide with the consequences of delaying action C)  An activity plan with 3 options – build, grow, and […]

You are at the end of the goal setting 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?

QUESTION You are at the end of the goal setting 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? A.) Ask the prospect how they feel. Use a tie-down question such as “What do you feel least confident about?” B.) […]

You’re preparing to give a demo to Fifth Season. Based on the information provided in the case study, which set of tools would be best to show this prospect?

QUESTION You’re preparing to give a demo to Fifth Season. Based on the information provided in the case study, which set of tools would be best to show this prospect? Contacts, Lists, Workflows, and Social Media Keywords, Blogging, Contacts, and Sources Social Media, Keywords, Email, and Blogging Lists, Blogging, Landing Pages, and Email The correct […]

You’re setting the agenda for a goal planning and setting call with Justine from Fifth Season. Which of the following sound bites accurately represents what you’ll cover during this call?

QUESTION You’re setting the agenda for a goal planning and setting call with Justine from Fifth Season. Which of the following sound bites accurately represents what you’ll cover during this call? “Justine, the purpose of today’s call is to understand your company’s traffic, lead and customer goals and then build a plan to help you […]

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