IS Buyer's Journey & Inbound Sales Methodology 2 — Questions and Answers
Question 1: During the Consideration stage, a buyer is primarily focused on:
- Becoming aware that a problem or opportunity exists
- Researching and comparing possible approaches or solution categories (Correct answer)
- Signing a contract and finalizing a purchase decision
- Building a long-term relationship with a specific vendor
Correct answer: Researching and comparing possible approaches or solution categories
In the Consideration stage, buyers have defined their problem and are now actively researching and comparing different approaches or solution categories.
Question 2: Which of the following best describes a 'passive buyer' in inbound sales?
- A buyer who has decided not to make a purchase
- Someone who fits the ideal customer profile but is not actively seeking a solution (Correct answer)
- A lead who has submitted a contact form on your website
- A prospect who has been in the pipeline for more than 90 days
Correct answer: Someone who fits the ideal customer profile but is not actively seeking a solution
Passive buyers match your ideal customer profile but haven't yet begun actively searching for a solution to their problem.
Question 3: In the 'Explore' phase of inbound sales, what is the salesperson's primary objective?
- To demonstrate the product's features and benefits in detail
- To deeply understand the buyer's goals, challenges, timeline, and plans before presenting any solution (Correct answer)
- To negotiate pricing and finalize contract terms with the prospect
- To identify new leads from inbound marketing campaigns
Correct answer: To deeply understand the buyer's goals, challenges, timeline, and plans before presenting any solution
The Explore phase is a discovery conversation focused on understanding the buyer's goals, challenges, plans, and timeline—not on pitching solutions.
Question 4: What is the 'Advise' phase in inbound sales designed to accomplish?
- To generate new inbound leads through content marketing
- To present a personalized solution that directly addresses the buyer's specific goals and challenges (Correct answer)
- To qualify whether a lead meets minimum sales criteria
- To schedule the first discovery call with a new prospect
Correct answer: To present a personalized solution that directly addresses the buyer's specific goals and challenges
In the Advise phase, salespeople present tailored recommendations that directly address the specific goals and challenges the buyer shared during the Explore phase.
Question 5: A prospect who is evaluating specific vendors and comparing their offerings is in which stage of the buyer's journey?
- Awareness
- Consideration
- Decision (Correct answer)
- Exploration
Correct answer: Decision
In the Decision stage, buyers have selected a solution category and are now evaluating specific vendors or products to make a final purchase decision.
Question 6: In the 'Identify' phase of inbound sales, salespeople should prioritize:
- Sending cold emails to new prospects on purchased lists
- Separating active buyers from passive buyers to focus effort on those already in the buyer's journey (Correct answer)
- Scheduling product demonstrations for every inbound lead
- Creating content to attract new website visitors
Correct answer: Separating active buyers from passive buyers to focus effort on those already in the buyer's journey
The Identify phase involves reviewing leads and prioritizing active buyers so that sales effort is directed where it will have the greatest impact.
Question 7: A personalized sales presentation tailored to address a buyer's specific situation and goals is best described as:
- A cold pitch
- A product demo
- A consultative recommendation (Correct answer)
- A competitive analysis
Correct answer: A consultative recommendation
A consultative recommendation is built on insights gathered during discovery and is tailored to the buyer's specific needs, making it far more relevant than a generic pitch.
IS Buyer's Journey & Inbound Sales Methodology 2
During the Consideration stage, a buyer is primarily focused on: