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True or false? Your team should insist on having all major stakeholders join planning meetings and consider having the CMO, IT, Sales managers, and other internal departments involved in the first few calls. Securing this buy-in up front will set the whole organization up for success.

True or false? Your team should insist on having all major stakeholders join planning meetings and consider having the CMO, IT, Sales managers, and other internal departments involved in the first few calls. Securing this buy-in up front will set the whole organization up for success.

True

False

Scenario: Your champion at a client’s firm is pushing back against changing their marketing automation strategy, even though your research and discovery clearly show their approach isn’t effective. Instead of being receptive to your ideas, the idea of changing too many processes makes them uncomfortable, especially since they personally built many of the old processes. What should you do?

By vmartinez

Scenario: Your champion at a client’s firm is pushing back against changing their marketing automation strategy, even though your research and discovery clearly show their approach isn’t effective. Instead of being receptive to your ideas, the idea of changing too many processes makes them uncomfortable, especially since they personally built many of the old processes. What should you do?

Suggest that you part ways amicably. A client who doesn’t listen to your suggestions or allow you to do your job won’t be happy, no matter how much you try to help. If they don’t acknowledge that they have a problem, you can’t do anything to help them.
Be patient and tie your recommendations back to your client’s goals for the implementation. Change is difficult to handle, and pushback is a natural part of the process. Understand why the client is reluctant to change a particular process, and explain why you believe change would improve their experience.
Drop the suggestion and move on. You’re better off focusing on ideas the client is already excited about. Even if you find a significant opportunity for improvement, remember that your goal is to focus on nurturing your business relationship with the client. By keeping them comfortable, you’re guaranteeing that they’ll enjoy working with you.
Be patient and drop any idea that makes the champion uncomfortable. Undoing any of the previous work would make your champion look bad in front of their managers, and your priority is to build the business relationship. Focus on easier fixes that don’t fundamentally alter any of the systems your champion worked hard to create, even if they’re ineffective.

Which of the following questions about outreach process should you ask your client’s sales leadership?

By vmartinez

Which of the following questions about outreach process should you ask your client’s sales leadership?

What do your top performers do in their outreach process?
Could you walk through an example of a recently closed customer?
What outreach behavior would you like your teams to change?
Is your team satisfied with the current outreach process?
All of the above and more

Scenario: A client is really interested in shifting all of their sales reporting from their old proprietary CRM to Sales Hub. However, one of their key reports is not yet re-creatable within HubSpot. You’re afraid that bringing this up will dampen the client’s enthusiasm and slow down the process of fully migrating to Sales Hub. What should you do?

By vmartinez

Scenario: A client is really interested in shifting all of their sales reporting from their old proprietary CRM to Sales Hub. However, one of their key reports is not yet re-creatable within HubSpot. You’re afraid that bringing this up will dampen the client’s enthusiasm and slow down the process of fully migrating to Sales Hub. What should you do?

Be honest and transparent about what your client can and cannot report on in HubSpot. If they cannot access critical data without any warning, they’re much more likely to churn and be unhappy with the tool. In the meantime, work with them to transfer the easily recreatable reports into HubSpot
Convince them that they don’t need this report, since their sales process is outdated
Promise them that HubSpot’s developers will specially build out this report for their portal in the future
None of the above

Scenario : Your prospect has specific questions about key functionalities in Sales Hub, based on their poor experience with their previous CRM. Which of the following is the best way to win their trust?

By vmartinez

Scenario : Your prospect has specific questions about key functionalities in Sales Hub, based on their poor experience with their previous CRM. Which of the following is the best way to win their trust?

Always discuss the flywheel rather than answering their product questions directly. The flywheel is the best answer to any and all product questions.
Offer to discuss their questions in detail, but avoid spending too much time on features, because you should be focused on closing the deal efficiently.
Offer to discuss their questions in detail, and make sure their doubts are honestly addressed. If they still have questions, offer to set up another conversation to answer them, and offer case studies to back up your claims.
Show them an impressive list of companies using Sales Hub. You don’t need to discuss details about features. Examples speak louder than consulting or long conversations.

True or False? In your migration plan, you can skip analyzing or recreating key reports from the client’s previous CRM if they have an imperfect sales process and you feel like the reports serve no purpose. You don’t need to ask for the client’s permission to do this.

By vmartinez

True or False? In your migration plan, you can skip analyzing or recreating key reports from the client’s previous CRM if they have an imperfect sales process and you feel like the reports serve no purpose. You don’t need to ask for the client’s permission to do this.

True

False