Vanta Director of Product Marketing | Formerly Snowflake, Splunk, VMware, Sigma Computing • 2y
Do not over-rotate to very precise sales plays (if you hear x, do y) for the field. Focus more on teaching reps how to do good discovery and then adjust the play/message/demo on the fly (aka "audible ready"). This is because every opportunity/sales meeting is unique and the possible “plays” run in the dozens or hundreds. Reps cannot/will not memorize all these, nor should they. Get reps to where they can ask several questions around enterprise size/maturity/industry, buyer role/responsibility, ...Read More
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