$2-1.$ Assume you are a sales rep for HubSpot, a CRM software or 'cloud' technology company. Software Unlimited $($SU$)$ is one of your prospects. Your contact is Mel Martinez CEO and owner of the business that sells to distributors in $6$ countries. In the last $6$ months, sales have declined by $10\%,$ so Mel wants to increase his revenue. You have been invited to do a formal presentation about HubSpot as a potential vendor. SU approved a budget for CRM software last year. The person responsible for making the decision is Mel, but he has invited Emma, VP of Marketing to represent him at the meeting. Recently, SU has experienced an increase in the number of customer complaints about their sales representatives. Sales reps are frustrated and overworked. There are rumors of reps leaving. When a rep leaves, there is no formal method of turning over account histories, etc. since the rep generally has it all in their head. So a new rep starts from scratch.

One of the first things you should do during the first couple of minutes of your sales call is:

Discuss the key features of HubSpot and how they will benefit Software Unlimited.

Give testimonials of customers who use HubSpot

Review the purpose, process and benefit of the meeting.