True or false? Your agency’s strategist should be included in sales conversations.

1. True – The strategist should replace the sales reps in the last few conversations and be responsible for pitching the proposal.
2. True – The strategist will know what questions to ask and expectations to set in order to match services and properly scope the engagement.
3. False – Involving others in the sales process adds complexity and time to the sales process.
4. False – Pulling the strategist from their daily activities slows down progress with existing clients.

Correct Answer:

• True – The strategist will know what questions to ask and expectations to set in order to match services and properly scope the engagement.