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Discipline - Sell
Because Mail is not a technical product to implement, we have decided that we will only have 2 levels.
Current product limitations prevent partners from demoing; only internal teams can demo for now.
Product and branding changes (e.g., "Mail" rebranding) add complexity and require flexibility in accreditation planning.
PMM team needs to "loosen the grip" on demo access in the future to enable more advanced partner roles. → Decision: Accreditation scope must reflect what partners can actually do today, with a plan to revisit as constraints are lifted.
Discipline Context
Good Sales Associate Level - I
Better Account Executive Level - II
Best Sales Engineer/Architect Level - III
Architect, demo, resale of products, apps, and services
Starting with and testing BDR outreach
Ability to position the product/solution and customer value
Co-selling capability with our AEs

Qualified BDR outreach
Able to do pre-sales discovery, demo, procurement checklists and negotiation to deal closure
Pitch / proposal includes implementation scope and methodology
Capability to run a pre-sales cycle with limited support, including initial pitch, discovery, demoing, POCs, procurement checklists and negotiation to deal closure
Differentiation during pre-sales based on thought leadership and implementation methodology
Accreditation
Capability Needed
Test Questions
Elevator pitch
Need to know the location of outbound sequence?
What disco questions would you ask?
Discovery questions
Sales pitch
Demo

There are no rows in this table
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Content Sources

Source
Content - from Kristen
1
Assets - from Kristen
1
Content - from Michelle
1
Matt’s Framework
1
Description
Description
Description
Description
Product overview
Competitive positioning
Discovery & qualification guides
Objection handling
Pitch decks & messaging
Pricing & packaging
Pitch decks & messaging
Competitive positioning
Discovery & qualification guides (ex: BANT)
Pricing & packaging
Objection handling
Why this order works: It mirrors the customer's buying journey—starting with "Do I have this problem?" and ending with "Can we actually implement this?" It also builds from strategy (why/who) to tactics (how/what).
Why
Value Prop
Messaging
Target Persona(s)
Challenges
Discovery Questions
Common Use Cases/proof points
Product overview (What)
Competitive positioning
Demoing
Pricing & packaging
Objection handling
1. Understanding → Demonstration of knowledge
Focus: Comprehension and retention
Outcome: Students can show they've grasped the material through tests, explanations, or presentations
2. Learning → Use and explanation
Focus: Acquisition and articulation
Outcome: Students can both apply what they've learned and explain it to others, showing deeper processing
3. Thinking → Application
Focus: Cognitive engagement and analysis
Outcome: Students can transfer their thinking to new situations and solve problems independently
4. Appreciation → Providing examples
Focus: Recognition and valuing
Outcome: Students can identify instances, make connections, and recognize significance in various contexts
⁠

Course Objectives

Course Objectives
Seller Learning Objectives
Students will understand...
Industry & Market Challenges
Overview of Mail
Top X personas:

Students will demonstrate knowledge...
Top challenges that Mail solves
Basic functions/use of Mail
Students will learn...
The Mail offering in this space, the top competitors, and why Mail wins
How Mail is priced and packaged
Mail Discovery questions & qualification guides
Objection handling
Students will be able to use and explain...
Pitch Decks
Competitive positioning & Battlecards

Students will think...
Mail’s impact on customers to date
How Mail and its agents fit in with their company's product and services portfolio.
About the next five prospects that they should be reaching out to about Mail
About how their customers measure ROI
Students will be able to apply...
What pain points their five prospects have an how Mail might solve them
Set up a call with a Mail AE to strategize on the 5 prospects
How they could apply Mail ROI calculations
Students will have an appreciation...
How Mail can change how work gets done in teams and across team
If there is another persona they are highly engaged with, where Mail would be a fit?
Students will be able to give examples...

There are no rows in this table
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Potential Assessment Requirements

Written exam (85% passing score) - X questions
Shadow 1-2 sales calls with certified reps
Deliver 1 recorded product demo
Recorded Role-play assessment
Problem Statement with examples of how Mail solves that problem
What top 3 discovery questions would they use?
How would they calculate the ROI?


Module 6 - First Deal Motion

10 minutes
Purpose: Help partners get to their first deal quickly.
Content:
Typical motion:
Awareness - Mail Outreach Sequence
Discovery → ABP? → expansion
Initial opportunity types:
• Grammarly expansion → Go ELA • AI governance initiatives • workflow automation projects
Partner + Superhuman co-sell model.
Outcome: Partners know what the first deal should look like.

Module 7 - Getting Started (Immediate Actions)

10 minutes
Purpose: Turn training into action.
Partners should leave knowing how to:
• register a deal • request sales support • join Go Partner Beta (for agents) • access demo resources • access partner materials
Outcome: Partners can start immediately.

Suggested Training Format

Total time:
1 hour
Recommended delivery:
Live training session Recorded for reuse

Existing SH Sana Sources

⁠
Intro to Superhuman Mail
⁠
- Repeat

This was a quick and dirty precursor to the SH Mail Product Training
What is Superhuman Mail, and how does it interface with email clients?
Who are the everyday users, and what are the use cases for Superhuman Mail?
Common workflows and the usual buyer personas for Superhuman Mail.
SH Mail Pitch
Demo highlights
What can Superhuman Mail do for you? - Matching exercise
Superhuman Mail Ideal Customers: SaaS, Consulting, ProServ, FinServ

⁠
Superhuman Mail Product Training
⁠
⁠

Articulate the unique value and key features of Superhuman Mail, and confidently highlight the benefits of speed, focus, and seamless team collaboration built into Superhuman Mail.
Identify and connect customer pain points to Superhuman Mail’s solution, across Sales, Marketing, and Customer Success, tailoring solutions and feature recommendations to specific situations and goals for each customer segment.
Pitch Superhuman Mail and uncover new opportunities within your accounts. Identify untapped growth opportunities by spotting ways to drive Superhuman adoption and add value within existing accounts.
Mail Product Features
Knowledge Check - KB, Recent Opens, Split inbox, shortcuts, shared drafts

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Superhuman Products Overview 
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