Lesson 1Feature differentiation across market tiers an competitor positioninUnderstand how capabilities differ across SMB, mid-market, an enterprise tiers, an learn fi position yuh platform against key competitors by highlightin strengths, trade-offs, an roadmap direction while stayin professional an credible.
SMB vs enterprise feature depth an limitsChannel coverage: email, voice, social, SMSAdvanced features: AI, rules, an triggersAdmin, security, an compliance by tierMobile, offline, an field sales scenariosUsin battlecards an win-loss insightsLesson 2Typical ROI levers: increased outbound productivity, velocity, conversion liftIdentify an quantify di main ROI levers a sales engagement platforms—productivity, velocity, an conversion lift—so yuh can build credible business cases, challenge assumptions, an align wid economic buyers financial success metrics.
Baseline metrics an data yuh must collectModelin time savings an capacity gainsImpact on pipeline velocity an cycle lengthConversion rate lift across funnel stagesAttribution pitfalls an how fi avoid demBuildin simple, defensible ROI calculatorsLesson 3Technical discovery: APIs, data flows, an integration constraintsLearn how fi run technical discovery on APIs, data flows, an integration constraints so yuh can qualify fit, avoid surprises durin implementation, an bring in solution engineers wid a clear, structured view a technical an business needs.
Scopin data objects, fields, an volumesEvent flows: triggers, webhooks, an syncsAPI limits, throttlin, an error handlinSingle sign-on, identity, an user syncCustom fields, mappings, transformationsDocumentin technical risks an gapsLesson 4Preparin concise product-value narratives mapped to prospect painsLearn fi craft concise, tailored product-value narratives dat map direct to prospect pains, usin clear language, proof points, an visuals dat resonate wid different stakeholders an stages across di buyin committee.
Linkin product capabilities to key painsStructurin a crisp value storylineTailorin messages by persona an roleUsin customer proof an social evidenceHandlin objections inside di narrativeTight demo talk tracks dat reinforce valueLesson 5Security, compliance, an data governance considerationsMaster di security, compliance, an data governance topics dat matter to IT, legal, an security teams so yuh can answer baseline questions, know when fi escalate, an build trust in regulated, enterprise, or risk-sensitive accounts.
Data residency, retention, an deletionAccess controls, roles, least privilegeEmail, voice, an data encryption optionsAudit logs, monitorin, incident responseKey certifications an attestations to knowHandlin security questionnaires efficientlyLesson 6Common integrations: CRM, email, dialer, calendar, data enrichmentReview di most common integrations fi sales engagement platforms—CRM, email, dialer, calendar, an data enrichment—an learn how fi position each integration value, risks, an technical considerations throughout di sales cycle.
CRM sync models an ownership rulesEmail an calendar integration patternsDialer options an telephony constraintsData enrichment sources an match logicMarketin automation an MAP handoffsTroubleshootin common integration issuesLesson 7Common implementation timelines, success milestones, an adoption KPIsUnderstand typical implementation timelines, phases, an adoption KPIs so yuh can set realistic expectations, reduce perceived risk, an partner wid customer success fi design compel, measurable success plans in yuh proposals.
Standard implementation phases, ownersCritical path dependencies an risksChange management an enablement plansEarly usage an adoption health metricsExecutive steerin an governance cadenceExpansion an renewal readiness signalsLesson 8Core product capabilities: sequences, cadences, automation, analyticsExplore core capabilities a sales engagement platforms—sequences, cadences, automation, an analytics—so yuh can map features to workflows, uncover gaps in a prospect stack, an clearly position differentiated value an coverage.
Designin multi-step sequences an cadencesPersonalization at scale versus full automationTask queues, prioritization, an SLA handlinEngagement analytics an rep performance viewsA/B testin, experimentation, an optimizationAdmin controls, roles, an governanceLesson 9How fi benchmark competitor pricin an packagin fi realistic offersDevelop a repeatable approach fi benchmarkin competitor pricin an packagin so yuh can craft realistic offers, avoid race-to-di-bottom discounts, an confident explain trade-offs in value, risk, flexibility, an total cost a ownership.
Buildin an updatin pricin intelligenceDecodin public price pages an fine printUsin customer stories fi validate benchmarksScenario modelin across vendors an termsHandlin price-only objections wid valueEthical use a confidential pricin dataLesson 10Seat-based pricin models, usage tiers, an typical add-onsGain fluency in seat-based pricin, usage tiers, an common add-ons so yuh can structure deals dat match customer value, protect margin, an explain pricin logic clear to economic buyers, finance stakeholders, an procurement teams.
Named vs concurrent seats an rolesUsage-based elements an overage policiesPackagin channels, modules, an featuresDesignin pilot, growth, enterprise tiersDiscount guardrails an approval pathsFramin add-ons as value, not nickel-an-dime
