AMA: Asana Head of Global Product Marketing, Eric Bensley on Sales Kickoffs

This may sound simple but: create the enablement with them, not for them. When sales reps, and especially sales leaders, are invested in the content they will use it. You...

There's a lot of ways to do this but the one you MUST do is win loss interviews. Focus group testing and stage presentations do not validate you have a differentiated val...

This is a tricky one. There are tangible and intangible metrics for every SKO. And to honest, depending on the stage of your company, leadership disposition, and company ...

Slight nuance here but I don't think sales teams feel motivated and inspired by "product updates." In my career, I've seen many PMM teams that push product updates to sal...

I love your use of "continuously" here, I think that's the key. Here are some things that have worked for my teams:Weekly sales leadership check-ins to get raw, unfiltere...

This is the job of sales plays. Sales plays in their simpleist form should be repeatable conversations and deal programs that lead to successful customer ROI and company ...

Don't lead with the product vision. Lead with the customer vision:where the market is goingwhat buyers are struggling withwhat competitors are doingwhere we're winning an...

Sellers are coin operated by nature. They have to deliver $$$ to the business to be successful. I'm hesitant to say you want to change their behavior. I think a better wa...

Product marketing should own the story of SKO and it's activation throughout content. If I look back at my most recent company SKO, here's what my team owned:All keynote ...