Okta Senior Manager, Product Marketing & Analyst Relations • 1mo
The messaging framework explains the why. Sales tools give reps what to say in the next 10 seconds. What actually gets used: Business outcomes: Speak in the words your customers need to achieve. People buy to get promoted or to avoid being fired. Talk in terms that resonate. Discovery question bank. 8-10 questions mapped to each value pillar. Reps don't need a pitch, they need the right questions to make the prospect sell themselves Objection handlers in "they say / you say" format. Two sentence ...Read More
626
Views
