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What’s have been the most valuable projects for sales team that they directly leveraged to close more business

Examples could be ROI analysis, battlecards, demo deck, etc
2 Answers
Lauren Craigie
Lauren Craigie
Cortex Head of Product MarketingSeptember 1

 Detailed use case stories. 

Not just case studies--not "customer in healthcare vertical uses us to ensure data is correct" but the nitty gritty details--"Customer in healthcare with a distributed data team uses our product to keep payroll shipping on time every week." The more detailed, including which teams and roles are involved in the use case, the easier it is for them to connect with prospects facing the same problem.

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Abhishek Anbazhagan
Abhishek Anbazhagan
Palo Alto Networks Product Marketing Manager, CortexSeptember 6

SDR/BDR - Call Scripts. Your entire messaging doc is condensed to fit into one page in a manner that you can pick the most incompetent off the street and in a matter of minutes, they'd be able to uncover pain, position your solution and book a meeting. This is the single biggest piece of collateral that can have largest impact in your sales enablement process.

AE/RSM - Win/Loss reviews. The avg. AE is pretty good at positioning your solution but helping them understand what's working and what's not helps them and your enablement process improve. My fav tool for this is Gong. There are so many nuggets in Gong call recordings that have helped validate messaging, deposition competition and uncover new use cases.

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