AMA: Amazon Product Marketing SME, AWS, Holly Watson on Sales Enablement

Training sales prior to a launch is a go-to-market milestone I incorporate into any of my launch plans. This starts at the beginning of your launch planning. I always ali...

Multiple. People learn differently (hear, see, do), and repetition is key. When planning your training consider how you are offering multiple channels for the seller to l...

There are tones of recommendations that you'll find in a simple search that include battle cards, sales scripts, slide ware, and more, but to prioritize what is going to ...

Competitive intelligence is great resource and team to collaborate with, if you have the opportunity. I work closely with this team to help me uncover details on the top ...

There are two approaches to consider here. First is the 80/20 rule. Create content and training material for the 80% of the deals that are standard. This can include mate...

Sales enablement should be a steady drum beat throughout the year. More specifically, during a product launch or major release cycle, you'll want to lay out a sales enabl...

Two things: 1/ You have to align with sales leadership on the digital asset manager (DAM) the organization is going to rally behind, and 2/ You have to provide quality co...

Sales first call deck (FCD) with script Competitive battle card with 1/ objection handling questions answered, 2/ private pricing options/discounts, and 3/ why customer ...

With any content, you have to be clear on why sales should care. How is it going to help them close a deal faster, increase the size of that deal, retain or grow the acco...

Sales can be protective of their calls with customers. When trying to get involved in a customer call, be specific with your ask and clear what the customer will get out ...