Marketers and product marketers
The Challenge: One of the most daunting challenges for Marketing is to ensure that the appropriate messaging and value are being consistently conveyed by the sales organization.
Marketing can create and manage a structured set of messaging templates that can be utilized in real-time by the sales team in specific selling situations. For each Industry / Role combination that are potential buyers, Marketing can define the critical business issues (pains), the associated causes, the drill-down questions and the linked capabilities.