Inbound Sales

What is the buyer doing during the awareness stage of their buying journey?

• Becoming aware of a problem they have

• Becoming aware of your offering

• Becoming aware of the category your offering belongs to

• Becoming aware of the advantages your offering has over competing offers

What is the buyer doing during the consideration stage of their buying journey?

• Considering the different kinds of solutions available to them

• Considering whether they want to buy your product

• Considering whether they want to buy your product

• Considering whether they'd recommend your product to a friend

Skip quiz What is the buyer doing during the decision stage of their buying journey?

• Deciding which goal or challenge to prioritize

• Deciding what category of solutions will work best for them

• Deciding whether they want to buy your product

• Deciding how satisfied they are with a product they recently purchased

What is the difference between active and passive buyers?

• Active buyers have their defined budget and authority

• Passive buyers purchase products without consulting a salesperson

• Passive buyers purchase products without consulting a salesperson

• Passive buyers purchase products without consulting a salesperson

True or false ? You should only use common connections to reach out to active buyers.

• True

• False

When should you contact inbound leads?

• As quickly as possible

• On a weekly cadence

• Only when you don't have any other sources of leads

• At least three days after receiving the leads

Which stage of the buyer's journey are leads usually in?

• The awareness stage

• The consideration stage

• The decision stage

How many steps should you have in your outreach sequences?

• No more than 2 or 3

• About 5

• At least 10

• As many steps as it takes to get a response

When should you transition to the explore phase?

• As soon as you get a response to your outreach sequence

• After you confirm their budget and authority

• When the buyer confirms they're willing to discuss their goals and challenges with you

• After having two or three email exchanges

True or false? Having a lead qualification framework helps you structure your communication with your prospects.

• True

• False