Program Overview – Awareness

This Awareness session equips Sales and Success teams to confidently sell complex CRM capabilities in the Wealth Advisory space—without relying on technical terminology that can stall conversations. Participants will learn how to translate technical concepts into clear business value and how to lead discovery discussions that uncover real client needs without defaulting to product jargon.

What You’ll Learn

Clarifying Technical CRM Concepts in Business Terms

• What common terms like APIs, Data Lakes, and Custom Fields actually mean in practical advisory operations
• How to translate technical capabilities into outcomes such as efficiency, visibility, compliance, and growth
• How to move from feature language to revenue, risk, and productivity language
• How to simplify integration, automation, and configuration concepts into executive-friendly messaging

Framing Discovery Without Technical Language

• How to ask outcome-based questions that surface integration, reporting, or workflow needs
• How to diagnose client challenges without referencing APIs, data structures, or system architecture
• How to guide conversations toward business impact rather than system mechanics
• How to reposition technical objections into strategic opportunity discussions

Awareness Requirements

This is a non-certifiable Enablement session. However, to demonstrate awareness in this topic you must:

1. Attend and actively participate in the session
2. Pass the knowledge check with a minimum score of 80%

Who Should Attend

This program is required for all client-facing Sales and Success team members to ensure consistent industry messaging, stronger discovery conversations, and confident positioning in insurance-specific opportunities.