vmartinez

What are the five steps of a strong discovery call? —13456—12345…345..alll

 

• Open the call
• Explore
• Outline a full solution
• Summarize and position
• Recommend
• Lead a Professional/Enterprise HubSpot demo
• Close the call

 

Solutions Partner Sofia is running a discovery call with Prospect Peter. She asks him, “What happens if you reach your goal?” What aspect of the CGP, TCI, & BA framework is Solutions Partner Sofia exploring?

 

• Goals
• Plans
• Consequences
• Implications

 

Fill in the blank: __________ are a framework for how to think about what you need to gather from a prospect during each stage of the sales process.

 

• Sales stages
• Sales process activities
• Sales progressions
• Sales criteria

 

The purpose of the discovery stage is to understand:

 

• How a business makes money
• What the business’ growth plans are
• The business’ technical requirements
• The business’ quantifiable goals and challenges
• The business’ decision-making process
• All of the above

 

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

 

• True. These include
• Quantifiable business goals and pain identified
• compelling event established
• decision-making process identified
• competition identified, and
• investment acknowledged

 

Fill in the blank: The discovery stage is                  the connect stage and                  the solution demo stage in the HubSpot sales process.

 

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