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Fill in the blank: In the CGP, TCI, & BA framework, a prospect’s ________ are the bad things that result from inaction.

 

• Changes
• Consequences
• Challenges
• Choices

 

Which steps make up the value-based demo follow-up message? Select all that apply.

 

• Select who to send the email to
• Write the subject line
• Write an outline of what’s included in the email
• Write your opening
• Craft the body of the email
• Summarize the email
• Close the email

 

Fill in the blank: The                      framework can be used in your solution demo follow-up email to help the prospect and stakeholders easily pull value from the content.

• Tie-down question
• CGP, TCI, & BA
• LAER®
• Tell-Show-Tell
• Point-and-Click

 

Explanation:

Let’s say you’re referring to a specific framework, for example, the “ROI Analysis” framework. Here’s an explanation:

“The ROI Analysis framework can be used in your solution demo follow-up email to help the prospect and stakeholders easily pull value from the content. This framework allows you to articulate and quantify the return on investment that your solution can deliver. By incorporating key metrics, cost savings, and potential revenue generation, the ROI Analysis framework provides a structured and compelling way to showcase the tangible benefits of your solution. Including this framework in your follow-up communication ensures that your audience can quickly grasp the value proposition and make informed decisions based on the demonstrated impact of your product or service.”

 

Scenario: Solutions Partner Sofia wants to include a link to a HubSpot Academy lesson in her solution demo follow-up email. According to this course, what best practices should she use to include this content in her email? Select all that apply.

 

• Provide context for the link with the Tell-Show-Tell framework
• Provide descriptive text for the link
• Provide context for the link with the Point-and-Click framework
• Use bullet points to organize and visually break up the content

 

 

True or false? You should identify the prospect’s budget and authority during the explore step of the discovery call.

 

• True

 

• False

 

 

True or false? The solution demo stage is before the discovery stage and after the business considerations stage of the HubSpot sales process.

 

• True

 

• False