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True or false? When translating goals to inbound targets, it’s best to focus on increasing your client’s close rates. Getting new customers is ultimately what your client will care about, so this will resonate most.

Roger Johnson

You wrap up an exploratory call with a prospect and after going through CGP, TCI, and BA, you give them a score of 5 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

Roger Johnson

You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation and to see if you can help. Which of the following guiding principles does this highlight?

Roger Johnson

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