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INTRO
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Control of the Message

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Taking control of your message is critical to driving a high value enterprise sales process.
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Judy Butler
10:15pm
Burt Crumb
10:16pm
@JaneSmith goes to the ocean
Went surfing today and rode a huge wave
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Marty
#-unique-message-filter
March 23
MARKETING SEO -Win the market and all the users for years to come
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Control of the Message

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Before

JB
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Negative Consequences

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After

JB
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+ Business Outcomes

JB
Describe the positive business outcomes of the after state
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Required Capabilities

JB
What required to achieve this after state and outcomes
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Metrics

JB
What ROI metrics will be impacted.
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How we Do it

JB
How do we achieve these positive outcomes
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Better

JB
How do we do it better than our competitors
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Proof Points

JB
What are our customer proof points to back this up
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Discovery Questions

JB
What questions do we use with prospects to guide the conversation
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