Question: If a sales team is relying too much on blind outreach, which phase of the frictionless selling framework will be most helpful to them?
- Enable
- Align
- Transform
Explanation
Enable helps salespeople focus their effort on leads with stronger signals of fit or interest. Blind outreach creates friction because reps spend time contacting people without enough context or prioritization. Better lead intelligence and lead prioritization help salespeople identify where outreach is most likely to be useful. This improves efficiency before the team works on buyer alignment or long-term coaching.
Why the other options are incorrect
Align focuses on adapting the sales process to the target buyer, not primarily on reducing unfocused prospecting.
Transform focuses on coaching and continuous improvement, not the initial problem of poorly targeted outreach.
Source for verification
https://academy.hubspot.com/lessons/enable-your-sales-team
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