This template provides product managers, marketing professionals, and enablement resources a guideline for helping sales and customer-facing roles with key content for targeting and positioning specific solutions to critical buyers. It has three essential parts: One, the credibility introduction, to assist the team with a compelling story in 60 seconds or less to engage the target buyer. Two, the ValuePrompter, providing the key elements for the target buyer regarding their Business Issues, problems, etc. More importantly, are the key questions to uncover and expand the differentiation for the solution. Third and finally, the key elements assisting in objection handling, competitive positioning, and areas to create AIM (Anxiety, Influence, and Motivation) for the target persona to engage.
This resource is password protected. The required password and instructions for download can be found here. Please note that this link will only work once you have joined the Alumni Group.