The idea is to document use cases and scenarios for all situations that a qualified lead might face. When a sales person is on the phone with a prospective customer, she then can not only tout benefits of the product, but she make those benefits tangible and clear by applying them to the prospect's situation.
Fleshed-out use cases and scenarios contain the following information that is critical to a sales person interacting with a prospect:
- Description of the functional goal of the user. The name of the use case/scenario should convey what the user wants to accomplish. An explanation of the context and the reasons is also helpful.
- User interactions with the product. The step-by-step description of how the user will interact with the product to achieve her functional goal.
- Preconditions and postconditions. Conditions that exist before and after the user has interacted with the product as described in the use case/scenario. Preconditions and postconditions indirectly capture the nonfunctional behavior (usability, performance, etc.) of the product.
Laura Patterson has more on use cases for sales enablement here.