Gregg Miller

AMA: Glassdoor Former B2B Product Marketing Lead Gregg Miller on Sales Enablement

May 15 @ 10:00AM PST
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Glassdoor Former B2B Product Marketing Lead Gregg Miller on Sales Enablement
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Gregg Miller
Gregg Miller
PandaDoc VP of Product Marketing & BrandMay 15
This will vary depending on how important a given product is as well as its degree of complexity, but for a decently robust feature/product I think you'd want some of the following as a minimum. [Internal] Product one-pager: Succinct asset that explains what customer pain points we're solving ......Read More
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3 requests
Gregg Miller
Gregg Miller
PandaDoc VP of Product Marketing & BrandMay 15
The best thing you can do is go out and listen to reps pitch the product and how customers respond. After 12-20 calls or meetings you'll start to get a pretty good idea of what content is getting used most (and what isn't getting used at all). This is where I'd start. If your organization has b......Read More
779 Views
5 requests
Gregg Miller
Gregg Miller
PandaDoc VP of Product Marketing & BrandMay 15
Man, I love this question! As PMMs so much of our work only has impact if it has engagement from others, and the only way to get that engagement is by having credibility in the organization. This won't be a perfect list or exhaustive, but some things that come to mind are: * Take the time to......Read More
1320 Views
1 request
How detailed should one make a battlecard/killsheet?
When do you know you have enough to guide sales?
Gregg Miller
Gregg Miller
PandaDoc VP of Product Marketing & BrandMay 15
I'll try and answer each of these three questions separately. * My philosophy is short and sweet. If you're making battlecards longer than one page or using size 5 font it's going to be impossible for your sales reps to get the high impact at a glance insight they need. Battle cards work ......Read More
1774 Views
5 requests
Gregg Miller
Gregg Miller
PandaDoc VP of Product Marketing & BrandMay 15
There's a lot that goes into effectively measuring success. * Defining what success looks like ahead of time (e.g. what KPIs you're trying to influence)  * Recognizing that the definition of success will look very different depending on the initiative (e.g. a messaging overhaul of an int......Read More
1349 Views
6 requests
Gregg Miller
Gregg Miller
PandaDoc VP of Product Marketing & BrandMay 15
There's a lot of reasons sales playbooks might not get used. When that happens, you need to figure out that reason. Some common reasons are: * It's too detailed or prescriptive: Sales requires a certain degree of improvisation based on customer discovery and what's needed to establish tru......Read More
1204 Views
4 requests