Page 29 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

learn more? If all of these things are happening, then this interview has started
really well for me (and for her).

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?”