Before moving into presentation mode, what information must an inbound salesperson know?

Inbound Sales Certification Exam Answer 2018

Before moving into presentation mode, what information must an inbound salesperson know?

• The chain of command, so you can speak with the most relevant stakeholder.
• The scope of your traditional offering, so you can compare it to your competition, preventing the potential buyer from shopping around.
• The buyer’s context, so you can deliver a customized proposal to the buyer.
• The potential buyer’s infrastructure, so you can make sure they have the team to run the methodology.

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