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

  • 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.
  • 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.

correct answer:

  • The buyer’s context, so you can deliver a customized proposal to the buyer.