Question: Where in your presentation should you present case studies on other companies you’ve worked with?
- At the beginning of the presentation, to build credibility.
- At the end of the presentation, to encourage commitment.
- Throughout the presentation, to add continuity.
- Not at all, unless the prospect has specifically asked for them or if they are especially relevant to the prospect’s situation.
Explanation
In HubSpot’s advise phase, the sales presentation should stay focused on the buyer’s specific goals and challenges. Case studies are useful only when they directly support the buyer’s context or answer a request for proof. Adding unrelated examples can distract from the personalized recommendation. The presentation should show relevance through buyer-specific guidance rather than broad credibility building.
Why the other options are incorrect
Beginning shifts attention to general credibility before confirming buyer-specific relevance.
End uses proof as pressure for commitment instead of support for the buyer’s context.
Throughout can interrupt the flow of a tailored sales presentation with unnecessary examples.
Source for verification
https://academy.hubspot.com/lessons/inbound-sales-fundamentals
The answer(s) to the question is highlighted in the BOLD text above. You can also find more questions and answers related to the exams on the "HubSpot Inbound Sales Certification" page.