AMA: Crossbeam Senior Director Product Marketing, Amanda Groves on Sales Enablement
August 8 @ 10:00AM PT
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👋 Amanda Groves
👋 Hi I'm Amanda Groves.. Philly native (Go Flyers!), Pittsburgh transplant (Go Panthers!)
💼 I currently am the VP of Product Marketing at Enable, a fin tech startup within the Supply Chaqin.
👀 Topics of interest for me are managing M&A and integrating offerings... AI product innovation/roll out and building high-performance PMM teams.
🤝 Topics I am help with... adopting agile marketing, core PMM/Solution PMM, new product introduction process/tiering and pricing and packaging.
🍦 Favorite ice cream flavor.. mochi!
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
Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
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 t...
1216 Views
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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.)
Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
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. Sa...
412 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
These are a few common areas to measure Sales Enablement efficacy:Win Rates: Keep an eagle eye on how many deals your sales team is winning. An uptick suggests that your ...
465 Views
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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
Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
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 responsibilit...
591 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
In my experience, successful enablement practices for assisting with product launches – whether they are for small, medium, or large products – revolve around a well-coor...
541 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
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,...
425 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
Launching a significant sub-product, like an enterprise version of an existing product, requires a delicate balance between equipping your sales team with essential infor...
567 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
Measuring the success of your enablement program involves:Sales Performance: Revenue growth, win rates.Adoption: Adoption rate, usage data.Training: Certification complet...
601 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
The roles of Product Marketing Management (PMM) and Sales Enablement often intersect, particularly during product launches. While they have distinct functions, they colla...
899 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
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 ...
397 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
Some common frustrations with sales playbooks I've seen over the years...Lack of relevance.Complexity and length.Outdated information.Disconnection from sales process.Ins...
437 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
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:S...
397 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
This is a great question. I would start by deconstructing the enablement initiative in the following ways to justify support:Assess product impact, demand, and revenue po...
376 Views
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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?
Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
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...
420 Views
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Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
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 sta...
1578 Views
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