Sales Guides incorporate sales objectives and current messaging.

Sales Guides provide consistent framework for sales teams and include tools, such as battlecards.

Sales Guide Outline

1. Introduction

  • Objective
  • Methodology
  • Audience and Key Value

2. Sales Executive Summary

3. Terminology and Product/Service Definitions

4. Solutions

  • Components of your Solution
  • Components of Competitor 1 Solution
  • Components of Competitor 2 Solution

5. Solutions Strengths and Weaknesses

  • Strengths and Weaknesses of your Solution
  • Strengths and Weaknesses of Competitor 1 Solution
  • Strengths and Weaknesses of EMC’s Solution

6. Marketing Messaging

  • Your Marketing Messaging
  • Competitor 1 Marketing Messaging
  • Competitor 2 Marketing Messaging

7. Marketing Messaging Strengths and Weaknesses

  • Strengths and Weaknesses of your Messaging
  • Strengths and Weaknesses of Competitor 1 Messaging
  • Strengths and Weaknesses of Competitor 2 Messaging

8. Challenges

  • Challenges Currently Faced by your Sales Team
  • Competitor 1 Marketing Claims and Sales Strategies
  • Competitor 2 Marketing Claims and Sales Strategies

9. Your Solution Advantages and Selling Strategies

10. Challenge/Response to Competitor Claims about your company, products and solutions

11. Challenging Questions for the Competition

12. Parameters for Subsequent Hands-On Research Phases

Edison Group provides end-to-end marketing services:

  • Articulate Value
  • Amplify Messaging
  • Register Sales Prospects
  • Nurture Sales Stream

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