A sales representative has a low conversion rate during theproposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment.
Which adjustment will help the sales rep win more work by being more customer-centric?

• A.Remove the objectives since the prospect already knows them.
• B.Move the investment to the top to get the objection out of the way.
• C.Focus more on anticipated outcomes than deliverables.

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A new sales representative is struggling to fill the top of their sales funnel.
What is the potential benefit of revisiting dead opportunities?

• A.To gain customer feedback and improve their approach
• B.To determine if the customer needs have changed
• C.To see it new decision makers are available

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