How doesunderstanding a customer's business strategies and goals help a sales representative scope a solution?
Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives' territory plans will be successful.
Which activity should UC and its sales reps review mid-year to ensure success?
A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer.
What should the sales rep use to build their business case?
A sales representative has a pipeline with a mix of opportunities at various stages.
The sales rep wants to improve stage velocity.
What should the sales rep do to improve stage velocity?
Which communication approach has a higher likelihood of achieving a customer relationship built on trust?
Which behavior should a sales representative display to establish credibility with a customer?
When a sales representative faces an objection, what is an effective first step to overcome it?
A sales representative is engaging in a discovery conversation with a prospect.
Which approach should the sales rep take during this conversation?
What is a key indicator of a healthy sales pipeline for a sales representative?
A sales representative is working with a new customer who has provided an abundance of information about their company's goals and objectives.
Which challenge could the sales rep encounter when developing the scope of a sales solution?