Certification Answers

Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?

  1. Respectfully answer their questions, then mark them as “unqualified” in your CRM and don’t spend any more time on them.
  2. Treat them the same way you would treat your target persona because there’s a good chance they’re doing research for that person.
  3. End the call as quickly as possible because there’s no reason to spend time talking to junior employees.
  4. Ask to talk to their supervisor and see if you can qualify that person as a lead.

Correct Answer:

  • Treat them the same way you would treat your target persona because there’s a good chance they’re doing research for that person.

The Inbound Sales Certification covers the basics of an inbound approach to sales. This course is for individual sales reps who are looking for actionable tips to use in their next call or meeting. You’ll learn how to identify new prospects, connect with them, explore their needs, and advise them on a path forward. Identify the best contacts to reach out to. Connect with and earn the attention of your most promising leads. Run sales calls and presentations that drive results.

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