- Legacy - Legacy salespeople revert to generic presentations and jump into presentation mode too early when they don’t understand the buyer’s context.
- Inbound - Inbound salespeople lead with a presentation if the buyer has expressed some form of interest because they know they can help the buyer.
- Both - Presentations are more of a legacy sales approach but the presentation template is a best practice of the exploratory phase.
- Neither - Both legacy and inbound salespeople have transitioned away from giving presentations because all of that information can be found online
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