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True or False? There are four exit criteria you need to meet to leave the discovery stage.

 

• True. These include: (1) Compelling event established, (2) decision-making process identified, (3) competition identified, and (4) investment acknowledge.
• False. There are five exit criteria you need to meet to leave the discovery stage.  These include: (1) Quantifiable business goals and pain identified, (2) compelling event established, (3) decision-making process identified, (4) competition identified, and (5) investment acknowledged.
• True. These include: (1) Quantifiable business goals and pain identified, (2) compelling use case written, (3) decision-making process identified, and (4) competition identified.

 

Which of the following are discovery stage sales process activities? Select all that apply.

 

• Identify services to recommend
• Identify the prospect’s business model​
• ​Identify specific business goals and challenges​
• Identify a compelling use case​
• ​Identify a comprehensive solution
• Identify the prospect’s decision-making process and decision-makers​

 

Fill in the blank: The solution demo stage is _______ the business considerations stage and _______ the discovery stage.

 

• Before, before
• After, before
• After, after
• Before, after

 

According to this course, which of the following are purposes of the discovery stage? Select all that apply.

 

• To understand how a business makes money
• To understand what the business’ growth plans are
• To understand the business’ sales activities and exit criteria
• To understand the business’ quantifiable goals and challenges
• To understand the business’ decision-making process

 

Which of the following are the five core inbound sales services outlined in this course? Select all that apply.

 

• Foundational sales services
• CRM implementation
• Sales effectiveness
• Sales and marketing alignment
• Sales enablement
• Sales growth
• Sales coaching

 

Scenario: You’re explaining the benefits of a HubSpot demo account to your colleague. According to this course, which of the following benefits could you include in your explanation? Select all that apply.

 

• Create a demo account using all of your customers’ data.
• Showcase the real-life application of HubSpot during a demo.
• Expand the amount of customer data your company can collect in HubSpot.
• Keep your customers’ and business’ information private.
• Create a demo account that aligns with your buyer persona(s).