Here's an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
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Correct answer: BA.
Why this is the answer
HubSpot’s BA section includes budget and authority . The agenda identifies who needs to be involved in the decision, but it does not address financial fit. Without budget , the salesperson cannot understand whether the buyer can invest enough to achieve the desired outcome. A complete explore phase needs both decision authority and investment context before moving forward.
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