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   [Newsletter] The Discovery Question Killing Your Credibility
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   Any guesses? Here's what to say instead. Plus, the simple test that reveals whether prospects will actually buy.
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                 <p align="left" style="mso-line-height-rule:exactly; font-size:16px; font-family:Avenir, sans-serif; color:#33475b; line-height:175%; text-align:left">
                  Hi Sarah,
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                   So, tell me about your business.
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                 <p align="left" style="mso-line-height-rule:exactly; font-size:16px; font-family:Avenir, sans-serif; color:#33475b; line-height:175%; text-align:left">
                  The problem with this question? It’s like announcing, “I haven’t bothered to do any research before this call.” Sadly, the tried-and-true phrase is out.
                 </p>
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                 </p>
                 <p align="left" style="mso-line-height-rule:exactly; font-size:16px; font-family:Avenir, sans-serif; color:#33475b; line-height:175%; text-align:left">
                  Salespeople need to differentiate themselves to win prospects’ trust and eventually, their business. Cliche questions won’t help —
                  <a data-hs-link-id="0" rel="noopener" style="mso-line-height-rule:exactly; color:#00a4bd; font-weight:bold; text-decoration:none" target="_blank">
                   here's what to say instead
                  </a>
                  , so prospects know you've done your homework before calling.
                 </p>
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                     <strong style="color:#FFFFFF;font-weight:normal;text-decoration:none;font-style:normal;">
                      The Discovery Question Killing Your Credibility →
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                      Brainstorm Techniques →
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                  New Managers: Here's How to Build a Sales Process For Your Team
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                 <p align="left" style="mso-line-height-rule:exactly; font-size:16px; font-family:Avenir, sans-serif; color:#33475b; line-height:175%; text-align:left">
                  (1) Be consistent with actions and documentation (2) Create objective selling stages and activities (3) Assist the buyer’s journey. If you're a new manager or looking to brush up,
                  <a data-hs-link-id="1" rel="noopener" style="mso-line-height-rule:exactly; color:#00a4bd" target="_blank">
                   keep reading →
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                 <p align="left" style="mso-line-height-rule:exactly; font-size:16px; font-family:Avenir, sans-serif; color:#33475b; line-height:175%; text-align:left; font-weight:bold">
                  101 Sales Qualification Questions
                 </p>
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                  From the basics of name and location, to questions inspired by the BANT framework, to questions about closing and upselling, here are 101 questions for you to ask in the sales process to qualify a prospect.
                  <a data-hs-link-id="1" rel="noopener" style="mso-line-height-rule:exactly; color:#00a4bd" target="_blank">
                   Download the list →
                  </a>
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                </a>
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            <tbody>
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              <td class="hs_padded" style="border-collapse:collapse; mso-line-height-rule:exactly; font-family:Arial, sans-serif; font-size:15px; color:#516f90; word-break:break-word; padding:10px 20px 0px">
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                 <p align="left" style="mso-line-height-rule:exactly; font-size:16px; font-family:Avenir, sans-serif; color:#33475b; line-height:175%; text-align:left; font-weight:bold">
                  The Simple Test That Reveals Whether Prospects Will Actually Buy
                 </p>
                 <p align="left" style="mso-line-height-rule:exactly; font-size:16px; font-family:Avenir, sans-serif; color:#33475b; line-height:175%; text-align:left">
                  Qualifiers. They’re the reps who can pinpoint the prospects who will buy vs. the ones who won’t, and spend their time accordingly. Use this "homework" strategy to
                  <a data-hs-link-id="1" rel="noopener" style="mso-line-height-rule:exactly; color:#00a4bd" target="_blank">
                   boost your close rate →
                  </a>
                 </p>
                </div>
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          <!--[if (mso)|(IE)]></tr></table><![endif]-->
         </div>
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          <!--<![endif]-->
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      <table align="center" style="border-collapse:collapse;mso-table-lspace:0pt;mso-table-rspace:0pt;width:600px;border-left:1px solid #cbd6e2;border-right:1px solid #cbd6e2" cellpadding="0" cellspacing="0" role="presentation" class="hse-border" width="600" bgcolor="#ffffff">
      <tr style="background-color:#ffffff; background-image:url('https://inboxflows.com/_/image/https%253A%252F%252Fwww.hubspot.com%252Fhubfs%252FBlob%2520divider-1.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ3d3cuaHVic3BvdCJ9:1maH2w:Hhjk1le5836FwIaoofCu-1B30tDS2ZHmg3776QpiHU0'); background-position:center; background-repeat:no-repeat; background-size:100% 100%;">
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                  Just Released for 2021:
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                  Gartner® Magic Quadrant for B2B Marketing Automation Platforms™
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                  Every year, the Gartner® Magic Quadrant for B2B Marketing Automation Platforms™ is full of in-depth analyses and actionable advice on the market’s direction, maturity and participants. This year we’re thrilled to announce that
                  <a data-hs-link-id="1" rel="noopener" style="mso-line-height-rule:exactly; color:#00a4bd" target="_blank">
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                    HubSpot has been recognized as a Leader
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                  for our ability to execute and completeness of vision.
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                 受信言語を更新する
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