Are you curious to learn more about the gap analysis question framework? Aaron Evans once again provides a concise set of training tips for anyone looking to understand better the concept (hint, hint, All of your sales reps and Revenue Enablement teammates should give a listen).
What are the critical components of the gap analysis question framework?
- The importance of helping prospects think more deeply about their business goals
- Helping prospects understand their current progress towards these business goals.
- What is their strategy for achieving these targets?
This questioning framework can help prospects best understand their pain points in an impactful manner.
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.