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AMA: Udemy Director of Product Marketing, Grace Kuo on Sales Enablement
June 17 @ 10:00am PST

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Sales Enablement With Grace Kuo, Director of Product Marketing, Udemy for Business at Udemy
Top Questions
How do you navigate sales enablement at a startup that serves multiple sectors of the market and has limited resources?
We are moving upstream from working with executive search firms and recruitment agencies to working with in-house enterprise and MM companies. Each type of firm needs the software for recruitment purposes, but each has different pain points and feature interests within the platform
Director of Product Marketing, Udemy for Business at Udemy
Prioritize the top sectors - pick 2-3 and then build a playbook you can replicate. I would also say, set realistic expectations with your GTM teams so they understand your limited bandwidth and be clear on what you can get to and what you can't. Work with your sales and CS leadership in terms of ...more
What metrics determine whether or not sales enablement materials created by Product Marketing are both actually being used and are helping to win deals and shorten sales cycles?
Director of Product Marketing, Udemy for Business at Udemy
This is always a fun topic!  Here are some approaches I've taken in the past:  * Using a collateral tracker like Highspot (you can see # of views, # of times it's been sent, etc.) * Track keywords in Gong and watch the meetings to see if your collateral is being used  * Surveys to ga...more
Where does PMM end and Sales Enablement begin? (especially in relation to launches)
Director of Product Marketing, Udemy for Business at Udemy
Great question!  In my experience, we work with SE to help them understand what's coming down the roadmap (big initiatives, product launches etc.) so they can plan and schedule training accordingly. Having a really tight relationship is critical so both sides have visibility into the needs of ...more
I'm new to Sales Enablement and I'm curious how heavy-handed my approach should be. How much input does Sales expect from me, and what are some things that the sales team should be doing on their own?
(For instance: pitch decks, collateral, competitor research, FAQs, etc.)
Director of Product Marketing, Udemy for Business at Udemy
Hello! From a PMM perspective, Sales input is critical to a successful SE strategy. They know the needs of their team so they can help SE prioritize and focus. Usually finding a partner in Sales leadership can help you avoid too many cooks in the kitchen and streamline feedback.   Where SE can...more