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Inside Sales Credibility

If you don’t know Mitchell Levy’s idea of CPoP (because you know I love a great definition)

  1. The expression of one’s purpose (i.e. what they do and how they serve others) with clarity. Note that one’s CPoP will morph over time as their purpose and those they serve shifts.
  2. CPoP is the specific problem, issue, or aspiration point that one addresses for their clients. CPoP is short for: “Customer Point of Possibilities,” “Customer Point of Pain,” “Customer Point of Pleasure,” “Credibility Proposition.” A CPoP is a way for one to express their purpose with clarity.
  3. CPoP Structure: 1-10 words (1-3 seconds) and includes two parts: 1) The class of clients served. 2) The specific problem, issue, or aspiration point that you address for your clients. NOTE: A CPoP should be short, memorable, shareable, and begs the statement “tell me more.”

I think I learned as much prepping for this conversation as Mitchell did about inside sales!
Listen to our 10-minute conversation about increasing inside sales skills here.

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