After working in higher education for years, you’ve decided to start your own agency. You want to work with clients in the same industry that you’re familiar with. Which lead generation strategy would be the fastest way to get started selling retainers?

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QUESTION After working in higher education for years, you’ve decided to start your own agency. You want to work with clients in the same industry that you’re familiar with. Which lead generation strategy would be the fastest way to get …

You open the connect call with a target account with the following sound bite: “Hi Ms. Prospect, this is John from Inbound Agency. I was doing some reading online and I saw the article on Huffington Post naming your company one of the top in your industry. Your strategy and growth is impressive. I work with companies that are already doing well online, like you, but are still struggling with converting that traffic into more leads and sales. Does that sound familiar to you? Is lead generation something your team is focused on?” What should you do to improve it for next time?

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QUESTION You open the connect call with a target account with the following sound bite: “Hi Ms. Prospect, this is John from Inbound Agency. I was doing some reading online and I saw the article on Huffington Post naming your …

True or false? You should fully understand the prospect’s business by the end of the connect call. If you aren’t completely sure that your agency can help, don’t advance to the next call. You don’t want to waste the prospect’s time, or yours.

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QUESTION True or false? You should fully understand the prospect’s business by the end of the connect call. If you aren’t completely sure that your agency can help, don’t advance to the next call. You don’t want to waste the …

You’ve just used a positioning statement with a prospect and they say that the situation doesn’t resonate with their company. Should you try again with a different positioning statement?

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QUESTION You’ve just used a positioning statement with a prospect and they say that the situation doesn’t resonate with their company. Should you try again with a different positioning statement? No, if the positioning statement didn’t resonate with the prospect, …

You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

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QUESTION You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. …