Book a Meeting with High Quality Prospects

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Del curso dictado por HubSpot Academy

Sales Training: Techniques for a Human-Centric Sales Process

47 calificaciones

HubSpot Academy

Sales Training: Techniques for a Human-Centric Sales Process

47 calificaciones

This course on sales will teach you how to run HubSpot's inbound sales methodology that focuses on being helpful, not salesy. By the end of this course, you'll be able to prospect for new business, qualify for high-quality prospects, book meetings with decision makers, handle buyer's objections, and negotiate and close a deal. By following this process, you'll be able to jumpstart your career in sales with tactical tips and advice to run an effective sales playbook. Learners who complete this course will have an opportunity to apply to work in sales at HubSpot. Free accounts you'll need to go through this course: - LinkedIn: https://linkedin.com - HubSpot CRM: https://hubs.ly/H08WP440 - Gmail: https://google.com/mail/ - About.me: https://about.me/

De la lección

How to Book Meetings with Your Prospects

Welcome back to the Sales Training Course by HubSpot. In this module, you will learn how to filter for high-quality, good fit prospects. You'll do this by writing effective prospecting emails that communicate your value proposition to book meetings with prospects. We've provided further readings and resources to help you write better emails, activities for you to complete, and assessments to take.

Meet Rob Malta1:02

How to Filter for High Quality Prospects4:15

Book a Meeting with High Quality Prospects2:14

A Formula to Write Bulletproof Emails2:01

What’s Your Value Proposition?2:25

Create an Sequence of Emails for Automated Follow Up8:03

Conoce a los instructores

Ellen Zehntner
Sales Manager
Sales
Jill Fratianne
Channel Sales Manager
Sales
Robert L. Malta
Senior Inbound Growth Specialist
Sales
Brian Signorelli
Director of Global Sales Partner Program
Sales

You have a list of two to three good fit prospects at good fit companies,

and you've done your research on them.

The research probably took a lot of time. That's normal.

You'll be able to research people more quickly as you continue to do more of it.

Now, you'll come up with a strategy to book a meeting with these people.

There are two approaches for reaching out.

The first is the top-down approach.

With this approach, you start with the decision maker,

often a higher level employee,

and move down from there.

If you can get in touch with them,

and they're interested in your products or services,

they might point you the right person to discuss further.

Then, they'll get loop back in later on for the final decision.

The second approach is bottom-up.

With this approach, you start by reaching out to an individual contributor or a manager,

and they will either number one,

begin using your product and tell their team about it.

Or two, they'll point you to a decision maker to speak with.

Which approach you go with depends on your company and your industry.

You won't know which approach is better for your business until you

try both and find out what gets you more meetings booked.

We'll focus on the top-down approach in this course.

With a top-down for your web design agency,

you'll want to talk to the decision maker from the start.

In an ideal world,

you would get in touch with the CMO,

and they're aware that the company's website isn't good, and wants to rebuild it.

But the marketing team doesn't have the time.

However, the CMO sees the value in what your business provides.

And if they're interested, they'll point you to another person,

like the VP of marketing to continue the discussion.

That's the ideal scenario.

Now, once you find the marketing leader to get in touch with,

find their email and phone number.

For many businesses, the best approach is to reach out by email first.

However, some businesses like Brick and

Mortars might respond better or more quickly to a phone call.

Again, you'll find out what works best for your company as you try both methods.

In the next section,

you'll learn how to formulate emails and call script to actually book meetings.

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