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STUDY GUIDE
INBOUND FUNDAMENTALS
Essentials of an Effective Inbound Strategy
I. Why inbound?
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ATTRACT
Optimizing Your Website for Search Engines
- How can you tell if a business has picked the right primary keyword for a page?
- How can you tell if theyve optimized the page around the keyword?
- How can you tell if theyre linking to other sources?
- How can you tell if theyre offering a good user experience?
- How can you tell if theyre promoting their content?
- How can you tell if theyre earning links?
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- What is content?
- Where does content fit into the Inbound Methodology?
- How do you determine where a content offer fits into the buyers journey?
- How do you effectively take someone through the buyers journey with
content?
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CONVERT
Enticing Clicks with Calls-to-Action
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- When examining a thank you page, are you able to understand how to get the
offer or what happens next?
- Can you identify what types of additional content to offer on a thank you page?
- How can you examine a thank you page to make sure it directs a lead further
into the buyers journey?
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CLOSE
Sending the Right Email to the Right Person
II. How do you send the right email to the right person?
- What does content and context mean to your inbound marketing strategy and how
does this help email marketing?
- Why are buyer personas and the buyers journey important to sending great
emails?
- What different types of data can you use to segment your email sending recipients?
- The average email list decays at 25% a year. What are some reasons that this
happens?
- How can you avoid having your emails marked as spam? What is the impact of your
emails being marked as spam?
- What type of content is appropriate to email leads during the awareness stage of
the buyers journey? The consideration stage? The decision stage?
- How is the success of your email marketing tied to the rest of your inbound
strategy?
- What is lead nurturing?
- What different ways can you optimize your email for mobile?
- How does email personalization impact the success of your email sends?
- What are the different ways to add personalization to your emails?
- What is actionable language, and where can it be used in your emails?
- What components of your email can you make a CTA?
- What does delivery rate measure? Open rate? Click rate?
- Why is it important to A/B test your emails?
- What is the difference between a hard bounce and a soft bounce?
- How can you optimize your emails to look good on mobile devices?
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- What is smarketing?
- Where does smarketing fit into the Inbound Methodology?
- How does smarketing increase bottom line revenue results for organizations?
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- What are the best practices for effectively transforming the way you sell?
- How can you transform the way you target accounts?
- How can you transform the way you prospect accounts?
- What things about your lead should you thoroughly research?
- How is the goal of a call determined?
- How can you transform the way you connect with accounts?
- What are the guidelines for transforming the way you connect?
- How can you transform the way your prospects perceive you as a salesperson?
III. What does a day in the life of an inbound sales rep look like?
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DELIGHT
The Pillars of Delight
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