A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform.
Which customer-centric approach should be used by the sales rep?
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?
In the context of deal management, why is it important for a sales representative to earn a deeper level of trust and access to decision makers within the customer's organization?
A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.
Which type of close was chosen?
How can a sales rep use whiteboarding while exploring a customer's business challenges?