Communities
Sign Up / Sign In
AMA: Mode Analytics Director of Product Marketing, Hien Phan on Sales Enablement
February 18 @ 10:00AM PST
View AMA Answers
Mode Analytics Director of Product Marketing, Hien Phan on Sales Enablement
Top Questions
How do you measure the effectiveness of your sales content?
I'm struggling to determine whether my sales reps are actually using content, and if its helping them win deals.
Hien Phan
Pinecone Head of Product Marketing, Partner, and Customer Marketing • February 18
There are two ways to measure the effectiveness of your content - qualitative and quantitatively. However, before you even build anything, you must understand when and where your sales collaterals are being used in the sales process or rather where and when does your sales team need collateral. ......Read More
1046 Views
4 requests
Hien Phan
Pinecone Head of Product Marketing, Partner, and Customer Marketing • February 18
I see a few issues: (1) not think about the sales process and the customer journey (CS version, not the marketing version). You need to think about when they will need collateral and what kind of collateral. This will help you with effectiveness. (2) build persona and product messaging witho......Read More
1175 Views
2 requests
Hien Phan
Pinecone Head of Product Marketing, Partner, and Customer Marketing • February 18
This question will depend on the size of your org. Generally, sales enablement shouldn't just fall on one person, even though PMMs are most involved and get most of the requests. There are two models: (1) PMM as a function become a centralized place to get requests and you filter requests down to......Read More
1020 Views
2 requests
Hien Phan
Pinecone Head of Product Marketing, Partner, and Customer Marketing • February 18
This is a tough question to answer because it is so multifaceted. So let's start with the basics when you are moving from product to platform, you're moving from selling one solution to selling multiple solutions. My first recommendation is to hire a separate role that focuses on Sales Enablement......Read More
847 Views
1 request
What sales enablement changes do we need to make as we shift focus from selling to SMB and mid-market to selling to enterprise?
Our sales team is used to selling to SMB and mid-market.
Hien Phan
Pinecone Head of Product Marketing, Partner, and Customer Marketing • February 18
This is a tough question to answer because this problem isn't all a PMM problem. This problem is also a sales organization problem. An SMB/Mid Market rep isn't an enterprise rep. A sales leader who only has managed SMB/Mid-market isn't an enterprise sales leader. However, you inherit what you inh......Read More
816 Views
1 request
Upcoming AMA's
Show All