The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

by Mark Roberge

The second test of curiosity occurs during the role-play. Let's use the same role-play that I set up in the previous section on coachability. Ring Ring. [Marketing Manager] “Hi, this is Mark.” [Candidate] “Hi, Mark. This is Jess at HubSpot. Did I catch you at a bad time?” [Marketing Manager] “I have one minute.” [Candidate] “Great. I am not sure how much you know about HubSpot. We have an all-in-one marketing platform that helps companies get found online and convert visitors into leads and customers using your website. We have worked with Company X and Y in your industry. I am calling to see if you would be open to a 10-minute call to assess your company's online visibility.” Disaster! Let's try that again. This time, Jess will be far more curious. Ring Ring. [Marketing Manager] “Hi, this is Mark.” [Candidate] “Hi, Mark. This is Jess at HubSpot. Did I catch you at a bad time?” [Marketing Manager] “I have one minute.” [Candidate] “Great. I noticed you downloaded our eBook about generating leads on Facebook. What specific questions did you have about Facebook marketing?” Yes! [Marketing Manager] “Oh, jeez. Um. I was just doing some research. I think I was looking for examples of B2B companies that had seen success using Facebook for business purposes.” [Candidate] “Great. I am happy to share some of those success stories. Have you run any Facebook campaigns yet?” Yes! [Marketing Manager] “I have.” [Candidate] “How did they go?” Yes! [Marketing Manager] “Okay.” [Candidate] “...