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Konabos Conversation Guide
INTRODUCTION
GREETING: Hi PROSPECT this is Tony with Konabos. How’s it going today?
IDENTITY: Acknowledge Response]. I apologize for the unexpected call…
- CONFIRM TITLE: I understand you’re the [TITLE] at [COMPANY] and thought you’d be the most appropriate person to speak with at [COMPANY]… Note: IF they correct the title, Apologize, I’ll update my records. by chance are you involved in ___ Note: i was curious, how much is your team involved in improving your digital customer experience or streamlining how content is managed, governed, and delivered across channels?
REASON FOR CALL: Perfect. I was actuxrally calling to schedule a meeting with you. By chance, are you familiar with Konabos?
GLAD TO HEAR THAT…. Note: Can reference more specific reason for the call based off the list/Fuel Line you are currently dial
WHO WE ARE | WHAT DOES KONABOS DO? Executive leadership at organizations such as Amgen, Huggies, Virtua Health, , American Bath Group, AstraZeneca—partner with Konabos to modernize their content ecosystems and deliver exceptional digital customer experiences.
10-SECOND CLAIM | HOW WE DO IT: There were comments from the board, digital leaders, and customers that their current platforms and strategies don’t scale, lack consistency across channels, and don’t deliver the seamless experiences today’s customers expect. Teams struggle with fragmented content systems, outdated CMS platforms, and unclear digital roadmaps. (Trial close)
Note: The Konabos platform allows you to streamline digital transformation by centralizing content strategy and experience design, giving you the ability to promote and prioritize business goals across digital channels, ensuring alignment with user needs. It also allows you to deliver consistent, scalable customer experiences through customizable architectures and export clear, actionable insights for your teams.
SKIP to CLOSE
BENEFITS CLAIM | HOW DO OUR CUSTOMERS BENEFIT:
- Centralized, scalable content architecture
- Konabos is a Sitecore Platinum Partner and consulting firm made up of some of the most experienced Sitecore architects, developers, and MVPs in the world.
- Seamless migrations from legacy platforms like Sitecore Content Hub
- Clearer visibility into digital strategy and execution
- Faster time-to-value through discovery-driven roadmapping
- Improved UX/UI design aligned with brand and user behavior
- Streamlined collaboration between marketing, IT, and design teams
- Better decision-making with transparent execution and stakeholder alignment
- Greater accessibility, compliance, and sustainability
- Empowered teams through hands-on training and long-term support
CLOSE: I know it’s incredibly difficult to get on your calendar. Could we grab 15 minutes with you to outline what information is missing from your CX strategy meetings and from there we could prepare a presentation on how we could help?
Note: Wanted to see if we could get on your calendar for a quick overview of the technology and see how we can be a fit into your existing environment today. How are the next couple of weeks/month looking for a 15-20 min call?
Note: …Could we pencil in 20-minutes (1) to give you a brief overview of our technology and some updates on what we’re doing as a company and where we’re headed in the space, (2) get your feedback on our solution and your fingerprints on our product roadmap to help shape where we this technology in the future, and, (3) at the very least, educate you as to how we could help you with future needs. Do you happen to have 15-20 minutes in the next couple weeks or so?
AGREEMENT:
- SCHEDULE DATE & TIME: Great. Do you happen to have your calendar in front of you…
- CONFIRM EMAIL: And your email is still _____@_____, correct?
- SKIP TO DISCOVERY & QUALIFICATION QUESTIONS: Excellent. Now, to make the best use of your time and make sure we have the right resources on the call, I’d like to ask a few quick questions…
REJECTION:
NOT RESPONSIBLE: SKIP TO REFERRAL [ Disqualified – Incorrect Contact ]
RESPONSIBLE: SKIP TO OBJECTION HANDLING
REFERRAL: Could you introduce me to [REFERRAL]? Who else do you know that could benefit from working with COMPANY?
TOP QUESTIONS
The purpose of these questions is to qualify and size up an opportunity for a Sales Representative.
Question 1:
How are you currently managing your digital customer experience (CX) across platforms?
Range of Answers: We use an in-house team, legacy CMS, patchwork of tools, or we don’t have a defined process.
Question 2:
What’s the biggest challenge you’re facing with your current digital strategy or content management system?
Range of Answers: Disconnected platforms, inconsistent UX, slow content updates, or difficulty scaling.
Question 3:
How confident are you that your current architecture is scalable for future growth or platform changes?
Range of Answers: Not scalable, need to replatform, exploring Sitecore/Microsoft solutions, or unsure.
Question 4:
How do your teams (marketing, IT, design) currently collaborate on delivering digital experiences?
Range of Answers: Mostly siloed, via email/Slack, through a shared CMS, or inconsistent coordination.
Question 5:
Who else on your team would need to be involved in a discussion about transforming your digital ecosystem?
Range of Answers: CMO, Head of IT, Product Owner, Digital Marketing Lead, or Executive Sponsor.
SECONDARY QUESTIONE
[Time permitting, the purpose of these questions is to add additional detail to the call summary, better prepare the Executive, and further understand thel
LEAD NuRTURING QUESTIONS
The purpose of these questions is to gather market intelligence for future lead nurturing campaigns.
OBJECTIONS
Objection handling playbook tailored specifically to Konabos, its services (Composable DXP strategy, MACH architecture, Sitecore & headless CMS consulting), and its target buyers (digital transformation leaders, enterprise architects, CMOs, etc.).
- “I’m not interested…”
Confirm: I totally understand, and after a 30-second cold call, I wouldn’t be either.
Rebuttal: Oddly enough, when we first connected with Huggies, Princess Cruises, Baylor University, they weren’t looking for a new DIgital Experience Platform strategy either. But when we showed how Konabos helps reduce digital infrastructure costs, improve page performance, and streamline content ops with MACH-based composable architecture, the conversation shifted. Especially because they were struggling with siloed tools, technical debt, or vendor lock-in.
Customer Reference: Our MACH transformation for a Fortune 500 brand cut their time-to-market by 40%.
Trial Close: Can we pencil in 15 minutes to show you 3 areas where you might be overspending or overcomplicating your current digital experience architecture?
- “Send me an email…”
Confirm: Absolutely, happy to send something over.
Rebuttal: That said, what our clients tell us is that they really value a short live conversation to cut through the noise. They get to ask pointed questions and avoid sifting through decks and PDFs that don’t speak directly to their needs.
Customer Reference: Our conversation with a CTO at an insurance company went from “send info” to “how soon can we start?” in 10 minutes.
Trial Close: Let’s pencil in 15 minutes next week—if it’s not relevant, you can delete us and the calendar event. Sound fair?
- “We don’t have the budget…”
Confirm: Completely get it — we’ve seen that across the board recently.
Rebuttal: That’s why many companies partner with Konabos. We help reduce operating costs by untangling legacy monoliths and replacing them with composable, scalable stacks. One client said our strategy freed up 25% of their martech spend just by reducing redundancy and licensing costs.
Customer Reference: A university saved 6 figures annually by moving from a bloated CMS to composable.
Trial Close: Would a 15-minute call to share how they did that be helpful?
- “Too busy right now…”
Confirm: Totally understandable—your team is likely in the middle of releases or campaign planning.
Rebuttal: This isn’t about jumping into a project. We just want to understand what you’re doing today and see if we can automate or simplify it. A lot of our clients didn’t realize how much manual work they were doing until we walked them through a composable architecture overview.
Customer Reference: Konabos helped a major health services provider reduce deployment time by 60%.
Trial Close: We’re booking up for next month—can I grab 15 minutes on your calendar to get ahead?
- “We don’t need it…”
Confirm: That’s what many of our clients thought before we connected.
Rebuttal: They believed their monolithic DXP or existing CMS was “good enough” until they started scaling personalization, omni-channel, and multilingual campaigns. That’s when the cracks showed. Our clients are now seeing faster content deployment, more agility, and less developer bottleneck.
Customer Reference: One global client called our composable approach a “game-changer” after struggling with their legacy platform.
Trial Close: Worth 15 minutes to explore if there’s hidden inefficiency in your current setup?
- 6. “We already have a native solution…”
Confirm: Fair enough—do you mind sharing which platform you’re currently using?
Rebuttal: A lot of our clients still run Sitecore or Adobe, but have started layering in composable tools where it makes sense. We never pitch a rip-and-replace. Instead, we help teams evolve toward modern architecture with minimum disruption and maximum reuse of what they’ve already built.
Customer Reference: Our work with a retailer helped them decouple key modules without losing prior investments.
Trial Close: Can we pencil in 15 minutes to share how we’ve helped other brands modernize without blowing up what’s working?
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- “I don’t have the authority…”
Confirm: Got it, and I’d still be happy to send over some information.
Rebuttal: But here’s the thing—every deal starts with a champion who gets it. Often, that’s someone like you. If we can show you something valuable, it’s easier for you to advocate for it internally.
Customer Reference: A product owner we spoke with ended up bringing in their CIO for a follow-up. Now they’re fully composable.
Trial Close: Let’s schedule 15 minutes—no pressure, just a chance to see if this is something worth bringing up internally.
—
- “I need to check with my boss…”
Confirm: Totally understand, and we’re always happy to loop them in.
Rebuttal: The best results come when all stakeholders are in the loop early. If it’s easier, we can talk just the two of us first—you decide if it’s worth a broader conversation.
Customer Reference: One of our largest clients started as a 1:1 chat with a digital lead like yourself.
Trial Close: How about a quick 15-minute chat to arm you with some insights for that internal discussion?
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- “We only work through RFPs…”
Confirm: Totally respect that.
Rebuttal: Many of our clients do the same. They’ve told us that involving Konabos early helped clarify requirements, avoid scope creep, and build more future-ready RFPs. We’re happy to be your quiet advisor in the background.
Customer Reference: We helped a global brand write a MACH-ready RFP that attracted stronger vendors.
Trial Close: Can we schedule a quick call to understand your needs and offer some pre-RFP perspective?
- “Where did you get my info?”
Confirm: Great question—usually it’s from a marketing event, conference attendance, or an analyst recommendation.
Rebuttal: We also use filters to find digital leaders who are modernizing their stack or exploring composable strategies. That led us to you.
Customer Reference: N/A
Trial Close: Just 15 minutes—to learn if there’s something worth exploring, or we part ways. Fair?
—
- “You’re too expensive…”
Confirm: Konabos may not be the cheapest partner on the market.
Rebuttal: Our clients often start with that concern. But after evaluating the reduction in license costs, infrastructure overhead, and vendor lock-in—they see the ROI. We drive value through reduced complexity and long-term scalability, not just low price tags.
Customer Reference: One client said Konabos paid for itself in less than 6 months.
Trial Close: Can we book 15 minutes to show how our total value might outweigh the sticker price?
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- “We’re already in another contract…”
Confirm: Makes total sense—almost every conversation we start begins during an active agreement.
Rebuttal: That’s why starting the evaluation now makes sense. We can co-architect a gradual transition plan or help identify areas where you can bolt-on modern components before renewal.
Customer Reference: We worked with a media company 9 months before their CMS contract expired—they were ready to go the moment it did.
Trial Close: Let’s set up 15 minutes in the next couple weeks to give you time to plan smart before renewal crunch.
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- “You don’t offer feature X…”
Confirm: Totally get that—sometimes a checklist becomes the deciding factor.
Rebuttal: But often, our clients find the feature they thought they needed was less valuable than the benefits of going composable—like flexibility, better speed, and avoiding vendor lock-in. We may not check every box, but we solve deeper problems.
Customer Reference: One client dropped “feature X” and still told us switching to Konabos was the best decision they made last year.
Trial Close: Want to take 15 minutes to see if what we do offer offsets what you think you’re missing?
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- “You’ve got bad reviews…”
Confirm: Totally fair to raise that—we all read reviews.
Rebuttal: Reviews don’t always reflect the full story. We’ve seen cases where a few issues got amplified, but those clients later returned and re-engaged once leadership changed or priorities shifted. And we’ve got happy clients we’d gladly connect you with directly.
Customer Reference: Many of our current clients chose Konabos after leaving other vendors with glowing reviews.
Trial Close: Would you be open to 15 minutes to hear from us directly and get intros to a few referenceable clients?
Sales Call
“Is this a Sales call?”
Marketing List
Confirm: We saw you responded to one of our marketing programs and were following up to see what’s driving the interest…
Rebuttal: I am looking to schedule 15 minutes for a proper overview of the technology and show you how ______________________.
Customer References:
Trial Close:
About The Author
