AMA: Atlassian Head of Product Marketing, Agile + DevOps Growth, John Kinmonth on Sales Enablement
October 5 @ 10:00AM PT
View AMA Answers
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
Atlassian Head of Product Marketing, Developer Solutions + Portfolio Growth • 2y
Great question. As someone who's worked in a number of startups, I can definitely relate to the pain of trying to do too much at once.In terms of prioritizing your enable...
9159 Views
2 requests
Atlassian Head of Product Marketing, Developer Solutions + Portfolio Growth • 2y
Tell Kevin to pay better attention!Seriously though, that's frustrating, but I'd make sure it's not just isolated to that one sales member (are there other reps that can'...
4305 Views
2 requests
Atlassian Head of Product Marketing, Developer Solutions + Portfolio Growth • 2y
Love this question. This will differ at every org, but for me the gold standard is win/loss ratio and booked revenue associated with a sales play, along with qualitative/...
15881 Views
3 requests
Atlassian Head of Product Marketing, Developer Solutions + Portfolio Growth • 2y
Here are some of the problems I often see with sales playbooks:1. Too much information/time demand up front – If you're asking reps for 5 hours of study time upfront, you...
2853 Views
2 requests
Atlassian Head of Product Marketing, Developer Solutions + Portfolio Growth • 2y
This depends on the makeup of your org. If you have dedicated sales enablement, they'll typically orchestrate the program with sales/customer success/PMM/PM leadership, a...
2370 Views
2 requests
Atlassian Head of Product Marketing, Developer Solutions + Portfolio Growth • 2y
For me, the gold standard is whether an associated sales play is helping improve win/loss ratio, deal cycle times, and booked revenue, along with qualitative/sentiment da...
2653 Views
2 requests