Aralin 1Pagkakaiba ng mga feature sa mga market tiers at competitor positioningUnawain kung paano nagkakaiba ang mga capabilities sa SMB, mid-market, at enterprise tiers, at matuto ng pag-position ng iyong platform laban sa mga pangunahing competitors sa pamamagitan ng pag-highlight ng mga lakas, trade-offs, at roadmap direction habang nananatiling propesyonal at credible.
SMB vs enterprise feature depth and limitsChannel coverage: email, voice, social, SMSAdvanced features: AI, rules, and triggersAdmin, security, and compliance by tierMobile, offline, and field sales scenariosUsing battlecards and win–loss insightsAralin 2Tipikal na ROI levers: increased outbound productivity, velocity, conversion liftMakilala at mag-quantify ang mga pangunahing ROI levers ng sales engagement platforms—productivity, velocity, at conversion lift—upang makabuo ng credible na business cases, hamunin ang mga assumption, at mag-align sa mga financial success metrics ng mga economic buyers.
Baseline metrics and data you must collectModeling time savings and capacity gainsImpact on pipeline velocity and cycle lengthConversion rate lift across funnel stagesAttribution pitfalls and how to avoid themBuilding simple, defensible ROI calculatorsAralin 3Technical discovery: APIs, data flows, at integration constraintsMatuto ng pagtakbo ng technical discovery sa APIs, data flows, at integration constraints upang makakwalipika ng fit, iwasan ang mga sorpresa sa implementation, at dalhin ang mga solution engineers na may malinaw, structured na view ng technical at business needs.
Scoping data objects, fields, and volumesEvent flows: triggers, webhooks, and syncsAPI limits, throttling, and error handlingSingle sign-on, identity, and user syncCustom fields, mappings, transformationsDocumenting technical risks and gapsAralin 4Paghanda ng concise na product-value narratives na na-map sa mga sakit ng prospectMatuto ng pag-craft ng concise, tailored na product-value narratives na direktang na-map sa mga sakit ng prospect, gamit ang malinaw na wika, proof points, at visuals na tumutugon sa iba't ibang stakeholders at stages sa buying committee.
Linking product capabilities to key painsStructuring a crisp value storylineTailoring messages by persona and roleUsing customer proof and social evidenceHandling objections inside the narrativeTight demo talk tracks that reinforce valueAralin 5Mga isyu sa security, compliance, at data governanceMaster ang mga topic sa security, compliance, at data governance na mahalaga sa IT, legal, at security teams upang masagot ang mga baseline questions, malaman kung kailan i-escalate, at bumuo ng tiwala sa regulated, enterprise, o risk-sensitive na accounts.
Data residency, retention, and deletionAccess controls, roles, least privilegeEmail, voice, and data encryption optionsAudit logs, monitoring, incident responseKey certifications and attestations to knowHandling security questionnaires efficientlyAralin 6Mga karaniwang integrations: CRM, email, dialer, calendar, data enrichmentSuriin ang mga pinakakaraniwang integrations para sa sales engagement platforms—CRM, email, dialer, calendar, at data enrichment—at matuto ng pag-position ng halaga, risks, at technical considerations ng bawat integration sa buong sales cycle.
CRM sync models and ownership rulesEmail and calendar integration patternsDialer options and telephony constraintsData enrichment sources and match logicMarketing automation and MAP handoffsTroubleshooting common integration issuesAralin 7Mga karaniwang timeline ng implementation, success milestones, at adoption KPIsUnawain ang mga tipikal na timeline ng implementation, phases, at adoption KPIs upang itakda ang realistic na inaasahan, bawasan ang perceived risk, at makipagtulungan sa customer success upang magdisenyo ng compelling, measurable na success plans sa iyong mga proposal.
Standard implementation phases, ownersCritical path dependencies and risksChange management and enablement plansEarly usage and adoption health metricsExecutive steering and governance cadenceExpansion and renewal readiness signalsAralin 8Mga core product capabilities: sequences, cadences, automation, analyticsGalugarin ang mga core capabilities ng sales engagement platforms—sequences, cadences, automation, at analytics—upang ma-map ang mga feature sa workflows, mahukay ang mga puwang sa stack ng prospect, at malinaw na i-position ang differentiated value at coverage.
Designing multi-step sequences and cadencesPersonalization at scale versus full automationTask queues, prioritization, and SLA handlingEngagement analytics and rep performance viewsA/B testing, experimentation, and optimizationAdmin controls, roles, and governanceAralin 9Paano i-benchmark ang competitor pricing at packaging para sa realistic na offersMag-develop ng repeatable na approach sa pag-benchmark ng competitor pricing at packaging upang makagawa ng realistic na offers, iwasan ang race-to-the-bottom discounts, at kumpiyansang ipaliwanag ang mga trade-offs sa value, risk, flexibility, at total cost of ownership.
Building and updating pricing intelligenceDecoding public price pages and fine printUsing customer stories to validate benchmarksScenario modeling across vendors and termsHandling price-only objections with valueEthical use of confidential pricing dataAralin 10Seat-based pricing models, usage tiers, at tipikal na add-onsMakakuha ng fluency sa seat-based pricing, usage tiers, at common add-ons upang ma-structure ang mga deal na tumutugma sa customer value, protektahan ang margin, at malinaw na ipaliwanag ang pricing logic sa mga economic buyers, finance stakeholders, at procurement teams.
Named vs concurrent seats and rolesUsage-based elements and overage policiesPackaging channels, modules, and featuresDesigning pilot, growth, enterprise tiersDiscount guardrails and approval pathsFraming add-ons as value, not nickel-and-dime
