You’ve joined a sales department at a new company. During training, your manager walks you through when you’ll need to transition into presentation mode. She says you should transition into presentation mode the moment the prospect expresses interest. Your manager then provides you with the presentation template that all of the sales representatives use. Is your new sales team practicing a legacy sales approach or an inbound sales approach?

QUESTION You’ve joined a sales department at a new company. During training, your manager walks you through when you’ll need[…]

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You and a team member are working together to sell to a potential buyer. You’re both trying to take an inbound selling approach, and your team member has been assigned to advise and deliver the presentation. She plans to conduct a product demonstration and runs it by you. The flow of the demo emphasizes your product’s best features. What feedback would you have for this team member?

QUESTION You and a team member are working together to sell to a potential buyer. You’re both trying to take[…]

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