Mike

What are Defensible Differentiators? They can influence a technical buyer’s decision criteria through Required Capabilities. Each Differentiator contains a Description, Customer Value, Defensibili...

What is MEDDPICC Qualification? MEDDPICC is a Sales Qualification Framework used by the world's most successful sales teams to drive efficient and predictable growth.   What are the definitions of ...

What are the different types of differentiators and their components? Required Capabilities: The birthplace of our differentiation. ​ Each Required Capability should align directly to one or more ...

What is the paradox in the art of persuasion? "The art of persuasion is a paradox. The more we attempt to persuade people, the more they tend to resist us. But the more we attempt to understand and...

What are the components of the Value Based Conversation? A Value Based Conversation begins with an understanding of the customer’s current situation: the Before Scenario and the tangible Negative C...

What Does it Mean to Have “Command of the Message"?​ Being audible ready to define your solutions to customers’ problems in a way that differentiates you from your competitors and allows you to cha...

Description: Support an AI-First strategy with world-class implementation & support How it Works: Dedicated CS Org to drive an AI-First CX strategy over time Achieved through outcome focused c...

Description: Trust in an agile and committed approach to innovation How it Works: Raised ~$250M backed by tier-1 VCs (Bessemer, Accel, First Mark, Spark) 289 employees supporting 300+ top brand...

Description: Take action by integrating across business systems and channels How it Works: Integrate across channels (web, social, voice) to automate more conversations and integrate across bus...

Description: Pioneer an AI-First strategy within your CX Organization How it Works: Generative AI capabilities (LLMs) to prove quick time to value and continuous improvement  Generate common F...