Use this framework to produce an effective and quick elevator pitch. And challenge new sellers during onboarding to build their own elevator pitches, learning the customer and your positioning and differentiation in the process.

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Let’s be honest - most case studies are useless. The SCAR framework - Situation; Change; Action; Result - will produce consistently excellent and customer-centric case studies. Use this guide to the SCAR framework, including a structure, interview guide, and flashcard template, to build excellent case studies that your customers, and your salespeople, will come to rely upon.

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Objection Handling is a common topic for Enablement, but too often it ends up encouraging ineffective technical info-dumps, when really the customer is inviting a consultative conversation. Enable your teams on the REASON framework for objection handling. This resource is a description of the framework, and a flashcard that you can produce for common objections.

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Just like Objection Handling, Competitive Battlecards are a popular, important, and extraordinarily easy to get wrong. Use this structure to provide the information your customer really needs, and enable your team to deliver great consultative conversations without dumping all over your competition.

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