NY SBDC Research Network: 07/01/2019

Kauffman Index of Entrepreneurial Activity is a respected indicator of new business creation in America. Capturing new business owners in their first month of significant business activity, this measure supplies the first records of new business development in the united states. The percentage of the adult, non-business owner population that starting a small business every month is measured using data from the existing Population Survey (CPS). Furthermore, overall rate of entrepreneurial activity, split quotes for specific demographic groupings, states, and selected metropolitan statistical areas (MSAs) are offered. The Index supplies the only national measure of business creation by specific demographic groupings.

If a business lead flow only requests a visitor’s email,that’s enough information to create a useful record in the CRM. True. An email address is enough information for the CRM to create a contact record where you can visit a full background of the pages that the visitor has seen on your website. True. If an email address is provided with a person, you can send them an email to ask for more information. This is also a good opportunity to find out what products they’re thinking about and try to make a sale.

False. A contact address without a name is meaningless. At the very least, your lead flows should collect name and email. False. Lead flows should collect as much information as you possibly can about a visitor. You should have a goal of having 5 to 10 areas in each business lead stream. In HubSpot CRM, what’s the relationship between contacts and companies?

A contact record becomes a company record when you associate multiple people with it. Contacts and companies will be the same in HubSpot CRM. You’ve been researching XYZ Inc. and discover that someone at the business has seen your pricing web page, and that means you provide them with a call. You speak to the receptionist, Johnny. You ask who in the company might be investigating your solution. Johnny says he doesn’t know for certain but that he can discuss with and get back to you.

He also says that Mariah Opensky would probably be the person to make that decision, but she’s currently on holiday. What’s the BEST way to record this in the CRM? Keep XYZ Inc.’s company record, but don’t add any connections until you know for sure who was simply viewing your pricing page.

Add Johnny as a contact because that’s who you talked to, and associate him with XYZ Inc.’s company record. Mention Mariah in a note, but don’t add her as a contact because you haven’t approached her yet. Add Mariah as a contact because she’s the decision maker, and associate her with XYZ Inc.’s Company record. Mention Johnny in an email on the company record, but don’t add him as a contact because he isn’t a decision maker.

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The buyer-seller relationship has changed dramatically before 20 years. Buyers have so many interruptions that they want more frequent contact to help them through the buying process. Buyers spend less time at home, making door-to-door sales and frosty phoning less effective. The web has shifted the billed power in the buying process from the seller to the buyer.

Economic changes have made buyers more careful. Where do your team’s relationships (phone calls, emails, etc.) with connections appear inside HubSpot CRM? Which of the next statements holds true? Sellers should focus on being helpful because purchasers are powerless and need help to buy. In the past, sellers got more power than buyers, but buyers have significantly more power than retailers now. The customer has always had more power than the seller. Buyers cannot move through their buyer’s journey with no help of the seller. This training has contrasted the traditional way of doing sales with a fresh way, known as “inbound sales.” Which of the next BEST describes why is inbound selling not the same as other sales techniques?

Inbound selling targets getting buyers to do something on the seller’s timetable. Inbound offering focuses on attracting buyers and getting together with them independently terms. Inbound offering targets sending email messages than making calls rather. Inbound selling targets standardized call and email messages scripts. What information shows on the timeline of a company record?