vmartinez

The value-based demo is part of which HubSpot sales process stage?

 

• Connect
• Business Considerations
• Pricing and Terms
• Solution Demo
• It is its own HubSpot sales process stage

 

Exit criteria are:

 

• The outcomes needed to complete one stage and move to the next in the sales process
• The activities your prospect needs to complete to move to the solution demo stag
• The outcomes needed to complete the CGP, TCI, & BA framework
• The forms and documents your prospect needs to sign to close a deal

 

or

 

• The activities your prospect needs to complete before a value-based demo
• The criteria needed to complete the CGP, TCI, & BA framework
• The outcomes needed to complete one stage and move to the next in the sales process
• The criteria needed to produce a quote for the prospect

 

True or false? When making a recommendation during a discovery call, you should propose a full, in-depth solution.

 

• You don’t want to miss the opportunity to move the deal forward.
• This is when you demonstrate your expertise through a full solution.
• You should provide a full, in-depth solution at the start of the discovery call.
• False. You should provide a full, in-depth solution during the solution demo stage.

 

CGP, TCI, & BA stands for:

 

• Challenges, Goals, Plans, Timeline, Consequences, Implications, Budget, Authority
• Choices, Goals, Processes, Timeline, Consequences, Implications, Budget, Authority
• Challenges, Goals, Processes, Timeline, Consequences, Implications, Budget, Agreement
• Changes, Goals, Plans, Timeline, Consequences, Implications, Budget, Agreement

 

The critical elements of customer experience management are:

 

• HubSpot Product Themes
• Customer Experience Themes
• HubSpot Customer Themes
• Critical Customer Themes

 

Scenario: Solutions Partner Sofia is in the “summarize and position” portion of the discovery call with Prospect Peter. She has created a list of every challenge Prospect Peter shared during the call and earlier touch points. Some challenges are far more significant than others. What should she do next?

 

• Summarize every individual
• Summarize the most critical challenges.
• Skip summarizing the challenges and discuss
• Skip summarizing the challenges and make a