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Scenario: Solutions Partner Sofia is in the “summarize and position” portion of the discovery call with Prospect Peter. She has created a list of every challenge Prospect Peter shared during the call and earlier touch points. Some challenges are far more significant than others. What should she do next?

  • Summarize every individual challenge.
  • Summarize the most critical challenges.
  • Skip summarizing the challenges and discuss pricing.
  • Skip summarizing the challenges and make a recommendation.

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