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Your teammate is prepping for a sales presentation and they’ve outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say?

“This is a good start, but you need to advise them on the best path to achieving their goals and explain how we can help them get there.” “This is…

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January 26, 2021
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Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you get into the space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?

Rapport building CGP TCI BA

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January 26, 2021
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What is an inbound lead?

An anonymous website visitor A person who buys a product without speaking with a sales rep A lead who requests a product demonstration A person who has visited your website…

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January 26, 2021
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Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP TCI BA It’s fine as is

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January 26, 2021
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Here’s an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect’s goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP TCI BA It’s fine as is

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January 26, 2021
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