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Do you wish more of your qualified opportunities would move farther down the sales pipeline?
I would assume the answer is yes.
Part of the sales process for most technology companies is to conduct a web demonstration to a prospect or a group of prospects. In my experience, this demo usually happens very early in the relationship building stage, at a critical time when the two companies are still rather unfamiliar with each other.
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Niti Shah is the Head of Sales Content and editor of the new Inbound Sales section of HubSpot’s media hub. You can follow her at @nitifromboston
You’ve just hired a new rock star salesperson for your organization – she’s had a few years of experience in complex sales and knows her way around the block. She’s a prospecting guru, great at building rapport, and can negotiate like a pro. There’s one problem – she’s never heard of inbound sales, and that’s going to affect your sales and marketing alignment unless you teach her these three lessons during training.
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