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Scenario: Solutions Partner Sofia just led a value-based demo during a solution demo call. What steps should she complete to wrap up the call? Select all that apply.

 

• Summarize the prospect’s pain points and goals, and how HubSpot and her services address them
• Collaboratively write a final proposal that outlines all agreed upon details and deliverables
• Confirm with the prospect that HubSpot and her team’s services meet their business needs
• Ask all stakeholders to write down their questions and send them in an email after the call
• Allow the prospect and all stakeholders to ask questions
• Solidify next steps

 

Scenario: Your teammate is practicing leading a value-based demo for a prospect by showcasing how each recommended Marketing Hub tool works, without providing context about why they’re showing the tool and its value. What best practice, framework, or methodology would you recommend your teammate use to improve this aspect of their value-based demo?

 

• LAER: The Bonding ProcessⓇ Method
• Tie-down questions
• Tell-Show-Tell
• CGP, TCI, & BA

 

Which of the following steps are part of opening the solution demo call? Select all that apply.

 

• Build rapport with all attendees
• Review the prospect’s CGP, TCI, and BA
• Lead the value-based demo
• Discuss pricing and offerings

 

Why is it critical to reconfirm the pain points, challenges, and goals for all stakeholders during the solution demo call?

 

• To confirm that each stakeholder is listening
• To review every detail of the discovery call
• To confirm and address each stakeholder’s needs
• To confirm and address the most vocal stakeholder’s needs

 

Scenario: Solutions Partner Sofia has met the following solution demo exit criteria: (1) agreement that her services meet the prospect’s needs, (2) competitor comparison conducted, and (3) agreement on which option(s) to move forward with. Which exit criteria must she still meet to move on from the solution demo stage?

 

• Confirmation on payment type and contract
• Confirmation on stakeholder communication
• Confirmation on business model
• Confirmation on next steps and decision-making process

 

What solution demo activity should be the main focus of the call?

 

• Reconfirm the prospect’s decision-making
• Discuss and negotiate pricing.
• Map a solution to the prospect’s pain points and goals.
• Explore the prospect’s decision-making