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Amanda Groves

Amanda Groves

Crossbeam Senior Director Product Marketing

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

August 8 @ 10:00AM PST
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Crossbeam Senior Director Product Marketing, Amanda Groves on Sales Enablement
Top Questions
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
1 request
I'm new to Sales Enablement and I'm curious how heavy-handed my approach should be. How much input does Sales expect from me, and what are some things that the sales team should be doing on their own?
(For instance: pitch decks, collateral, competitor research, FAQs, etc.)
1 request
What are some ways to measure whether Sales is properly enabled?
1 request
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
1 request
What are the most successful enablement practices you have conducted in your experience to help assist with small, medium, or large product launches?
1 request
How far in advance do you perform sales training so that the sales force is competent by the launch date? We have a sales team of 12. How do you validate sales competency?
1 request
When launching a significant sub-product (e.g. an enterprise version of an existing product) how do you strike the right balance of enabling your sales team without bombarding them with dizzying details?
3 requests
How do you measure the success of your enablement program?
1 request
Where does PMM end and Sales Enablement begin? (especially in relation to launches)
2 requests
What type of content do you recommend a rep shares after that rep has a 30 minute discovery call to keep a conversation moving?
1 request
What are your biggest frustrations with creating insightful sales playbooks that get used?
1 request
Which sales materials have been most helpful?
1 request
How do you justify the amount of sales enablement support you put behind different products?
2 requests
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?
1 request
What are the most successful TOFU, MOFU, and BOFU assets?
1 request
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