Enablement · The difficult questions · Element
The questions
What buyers actually ask that is hard to answer.
The part
What it is
Why it costs more, how it compares with the obvious alternative, what it does not do, and what happens if it goes wrong.
Collected from the direct sales team, who answer them daily and have working answers nobody has written down.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.
The other elements in the difficult questions
The answers
What the channel should say.
LearnThe escalation
What the channel does when it cannot answer.
Learn