HubSpot Inbound Sales case studies

HubSpot Inbound Sales · Put your knowledge to work in context.

The Inbound Sales Certification is a free credential course delivered by HubSpot Academy, the education arm of the HubSpot software company. It is not a proctored, third-party industry exam, and this page is an independent study resource with no affiliation to HubSpot. The HubSpot Inbound Sales case studies are 5 cases and about 3,638 words.

The Demo-First Rep

Priya is an account executive at a 40-person workforce-scheduling SaaS. Her team's standard is to contact every inbound lead within five minutes, and she does: her average speed-to-lead is 4.1 minutes.

704 words, about 4 min 2

Four Accounts, Two Hours

Marcus is a sales development rep at a payroll and HR compliance platform. His queue holds 380 accounts under 500 employees, all marked 'new lead,' and he has roughly two hours a day for outreach.

754 words, about 4 min 3

The 600-Contact Spray

Elena sells managed cybersecurity and IT support to mid-market companies. She has 600 contacts pulled from an old trade-show list and a co-hosted webinar, and she is expected to book 12 meetings a quarter from outbound.

774 words, about 4 min 4

'We're Just Looking'

Tom sells inventory management software to small manufacturers and distributors. On a discovery call with the operations director of a 90-employee distributor, he opens with the company's recent expansion into a second warehouse, then asks: 'What's your budget for this?' The director says, 'We haven't really set one.' Ten minutes later Tom asks, 'When do you need to have something in place?' The answer is 'Not sure - we're just looking at options.' Tom takes this as a sign the deal is not real, so he spends the remaining 25 minutes demonstrating his three favorite features, then promises to 'send some information.' The director agrees politely.

708 words, about 4 min 5

The 47-Slide Demo

Four account executives at a customer-support software company present from a shared 47-slide deck organized by product module: ticketing, knowledge base, automation, reporting, integrations, then pricing. The demo is scheduled for 45 minutes with three people from a 120-seat support team: the support director (internal champion), a CFO, and an IT lead.

698 words, about 3 min