Inspect how well reps are mapping buyer needs to our solution. Use CRM notes, call transcripts, and email threads to evaluate alignment.
For the analysis, include:
– Strengths: where reps clearly map needs to product strengths
– Gaps: where reps miss or fail to connect buyer priorities to solution capabilities
– Examples: real call snippets or notes illustrating good and poor mapping
– Coaching opportunities: recommendations to improve discovery-to-solution alignment
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