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?
Legacy – Legacy salespeople revert to generic presentations and jump into presentation mode too early when they don’t understand the buyer’s context.
Inbound – Inbound salespeople lead with a presentation if the buyer has expressed some form of interest because they know they can help the buyer.
Both – Presentations are more of a legacy sales approach but the presentation template is a best practice of the exploratory phase.
Neither – Both legacy and inbound salespeople have transitioned away from giving presentations because all of that information can be found online.