Inbound Sales Training:

Understanding the Buyer’s Context

The explore phase is the third part of your inbound sales strategy. As an inbound salesperson, you'll explore the unique challenges and goals these “qualified leads” are pursuing to assess whether your solution is the best fit for their context. If it is a good fit, you convert these leads into opportunities. To do this, you need a qualification framework to work within. In this lesson, you'll learn a lead qualification framework to guide your sales calls and meetings called CGP, TCI & BA.