Question: Fill in the blank: The purpose of the align phase is to align your team with ______.
- your target buyer
- your company goals
- market trends
- industry best practices
Explanation
The Align phase focuses on shaping the sales process around how the target buyer wants to buy. It reduces buyer-facing friction by matching sales actions to buyer needs, expectations, and decision patterns. This builds on Enable, where internal barriers are removed so salespeople can focus more effectively on buyers. In the frictionless selling framework, alignment means the process is designed for buyer convenience rather than seller preference.
Why the other options are incorrect
Company goals are important, but Align is specifically centered on the target buyer.
Market trends may inform strategy, but they are not the primary focus of the Align phase.
Industry best practices can be useful, but the framework emphasizes the buyer’s actual needs over generic practices.
Source for verification
https://academy.hubspot.com/courses/frictionless-sales
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