Don't Train Your Reps on Product First. Do This Instead.
Mar 09, 2026Most companies train reps on the product before they train on the problems.
That’s backward.
When you start with features, reps default to describing what the tool does.
When you start with buyer challenges, they learn how to focus on what's more relevant: problems, aspirations.
If your outbound messaging sounds weak, it’s usually not a product issue.
It’s a sequencing of training issue.
Here’s what to reverse and why it matters so much.
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