AMA: BetterUp Former Senior Vice President, Product Marketing, Sahil Sethi on Sales Enablement
March 26 @ 9:00AM PST
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BetterUp Former Senior Vice President, Product Marketing, Sahil Sethi on Sales Enablement
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Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
Some tips for creating useful sales plays 1. Be clear on what success looks like - Have you made it clear why we want them to use a certain playbook ? Is it to drive more pipeline ? Improve win rates ? Get to the decision maker ? Improve ASPs ? Defining, and sharing, that success me......Read More
390 Views
2 requests
Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
The best practice for good enablement calendar planning is to understand what the business needs from a GTM perspective -and this alignment needs to happen at an executive and functional leadership level, between product ,marketing, sales and ofcourse product marketing. It is dangerous for either......Read More
373 Views
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Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
General best Practices surrounding enablement of any product launch, irrespective of Small, Medium, Large. The large launches get all of these and hte most attention. Small launches may only get some digital self-learning content, or slideware updates. But the best practices generally remain cons......Read More
399 Views
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Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
Product marketing plays a crucial role in sales kickoff by energizing the team with the product roadmap and vision, sharing value prop or simply presenting new tools for sales to win. The goal is to build confidence and energy, showing investment in the right things to help Sales succeed. I've b......Read More
387 Views
3 requests
Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
If your product tiers are naturally cannibalizing each other, then you likely have a product strategy problem , or a pricing & packaging problem. The product strategy should build more differentiation for your enterprise plan, and a good packaging/entitlement structure, or pricing barriers, shoul......Read More
383 Views
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Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
I personally don't believe that reps need to be incentivized to use messaging that wins. If messaging works (aka helps brings quality revenue and bring more new logos/expansions/customers/users faster, reps will ofcourse be using it If reps aren't using your product messaging, its mostly becau......Read More
358 Views
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Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
The ultimate metric for measuring the enablement success is a revenue metric, or its proxy - which is shared by sales and product marketing. The actual metric depends on what the focus of the enablement is e.g. Company ARR, Product ARR, $ win rates, # win rates, Competitive win rates, Deal size,......Read More
493 Views
3 requests
Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
The best sales relationships come from the top. Where the PMM leadership, or marketing/product leadership is aligned with sales leadership on key OKRs and where and how product marketing can come in. If you are truly not getting that support from your leadership, or you are in charge of building......Read More
479 Views
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Sahil Sethi
BetterUp Former Senior Vice President, Product Marketing • March 26
I am going to expand the question to be about being included in customer calls in general, not just discovery calls. Personally, I don't think PMMs should be in discovery calls. These calls are often with prospects , with no relationship leverage. If you as a PMM want to learn about what happens ......Read More
375 Views
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