Amanda Groves

AMA: Crossbeam Senior Director Product Marketing, Amanda Groves on Sales Enablement

August 8 @ 10:00AM PST
View AMA Answers
Crossbeam Senior Director Product Marketing, Amanda Groves on Sales Enablement
Top Questions
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
Certain sales materials have proven to be consistently helpful in driving successful sales outcomes. Here are some effective sales materials that have shown their value: 1. Sales Playbooks: Comprehensive guides that provide sales reps with messaging, positioning, objection handling, and val......Read More
347 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
These are a few common areas to measure Sales Enablement efficacy: 1. Win Rates: Keep an eagle eye on how many deals your sales team is winning. An uptick suggests that your enablement efforts are hitting the mark. 2. Sales Velocity: Monitor the time it takes for a lead to convert into......Read More
411 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
In the context of marketing and sales, TOFU (Top of Funnel), MOFU (Middle of Funnel), and BOFU (Bottom of Funnel) assets refer to content pieces that target different stages of the buyer's journey. Here are some examples of successful assets for each stage: TOFU (Top of Funnel): 1. Blog Posts:......Read More
766 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
Launching a significant sub-product, like an enterprise version of an existing product, requires a delicate balance between equipping your sales team with essential information and avoiding overwhelming them with excessive details. Here's a strategy to strike that balance effectively: 1. Start......Read More
545 Views
3 requests
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
Some common frustrations with sales playbooks I've seen over the years... 1. Lack of relevance. 2. Complexity and length. 3. Outdated information. 4. Disconnection from sales process. 5. Insufficient training. 6. Unengaging format. 7. No feedback loop. 8. Limited rep input......Read More
398 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
In my experience, successful enablement practices for assisting with product launches – whether they are for small, medium, or large products – revolve around a well-coordinated blend of preparation, communication, education, and support. Here are some key practices that have proven effective: ......Read More
340 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
When planning sales training for a launch, the timeline can vary based on factors like the complexity of the product and the experience level of your sales team. However, a rough guideline is as follows: 1. Early Awareness (2-3 months before launch): Start introducing the upcoming product, ......Read More
368 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
This is a great question. I would start by deconstructing the enablement initiative in the following ways to justify support: 1. Assess product impact, demand, and revenue potential. 2. Address sales team needs and skill gaps. 3. Consider product complexity and competitive landscape. 4. E......Read More
352 Views
2 requests
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
In Sales Enablement, your role is akin to a seasoned conductor guiding an orchestra. While offering invaluable expertise and tools, it's essential to strike a balance. Sales teams rely on your support and insights, yet they also bring their unique strengths to the table. Sales professionals are ......Read More
357 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
The roles of Product Marketing Management (PMM) and Sales Enablement often intersect, particularly during product launches. While they have distinct functions, they collaborate closely to ensure a successful launch and ongoing sales support. Here's a breakdown of their responsibilities, especiall......Read More
494 Views
2 requests
Who do you think should own product documentation meant for users (i.e, help articles, knowledge base, how-to, FAQs, product videos etc.)?
Product Marketing Product Management Independent technical writing team Customer success / support
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
When it comes to owning product documentation meant for users – such as help articles, knowledge base content, how-to guides, FAQs, and product videos – the responsibility typically falls within the realm of the product team. Specifically, this responsibility often lies with the Product Manager o......Read More
437 Views
1 request
What are the most powerful, non-executive, relationships in sales departments a PMM can create?
When it comes to PMM core duties, typically who are the best partners in the sales org, who has the knowledge and the customer touch points to really help PMMs win?
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
In a sales department, Product Marketing Managers (PMMs) can cultivate several powerful relationships that are not at the executive level but have a significant impact on sales effectiveness and success. These relationships help bridge the gap between marketing and sales, ensuring alignment and d......Read More
395 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
After a 30-minute discovery call, a sales rep can keep the conversation moving by sharing: * Personalized recap email summarizing key points. * Case studies showcasing similar successes. * Customized solution overview targeting prospect's needs. * Product demo video highlighting relevant ......Read More
360 Views
1 request
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
Measuring the success of your enablement program involves: * Sales Performance: Revenue growth, win rates. * Adoption: Adoption rate, usage data. * Training: Certification completion, training completion. * Sales Behavior: Activity metrics, engagement quality. * Feedback: Sales rep and ......Read More
359 Views
1 request
What does good instructional design look like?
Oftentimes, Sales has short attention spans, and it can be a challenge to cover all they need to know around a product launch, competitor update, pricing change, and more
Amanda Groves
Amanda Groves
Crossbeam Senior Director Product MarketingAugust 8
Great question! Good instructional design is like the secret sauce that makes learning not only effective but also enjoyable. Picture this: you're crafting a recipe for the best chocolate chip cookies ever. You need the right balance of ingredients, the perfect baking time, and a pinch of love. W......Read More
644 Views
1 request