AMA: Datasite VP - Product Marketing, Content Marketing, Pricing, Axel Kirstetter on Sales Enablement
March 31 @ 10:00AM PT
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Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Great question. Context matters. Larger companies have a dedicated sales enablement department. They are subject experts at the process of passing on knowledge to Sales. ...
2197 Views
3 requests
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Given that you are resource constrained I would highly recommend you explore using CI software. There are a few out there. Do a little research. For $20k you can be up an...
798 Views
1 request
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Its OK for the line to be muddy. Make sure you have a good working relation with your sales ops counterpart. Usually sales ops and enablement are slightly different fun...
2416 Views
3 requests
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Should Sales not create the Sales Playbook?! This seems to be a case where PMM is doing Sales Ops' job. I understand with smaller companies responsibilities stretch acros...
876 Views
3 requests
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Great question! Firstly I question the assertion here. there is NOTHING wrong with a tactical list of activties. Sales enablement owns time-to-productivity. If that means...
755 Views
1 request
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Love this question. Here is my 5-stepper 1. Identify your corporate dates. sales offsite, management offsite, product launches etc. are time based anchorpoints. Key decis...
831 Views
3 requests
When should a company start thinking about creating a separate sales enablement function?
Sales Enablement is now seen as a new functional area in many organizations separate from Product Marketing.
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Budget wise, PMM is a straight up expense. Sales enablement on the other hand more of a Sales opportunity cost. THe function sits in Sales and that department needs to de...
645 Views
2 requests
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
This question sits better with Sales than product marketing. Also, sales strategy sounds like an oximoron to me. WHo cares how you sell as long as you make revenues (and ...
1735 Views
1 request
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
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Are you perhaps stretched too thin with multiple/various buyers. Do you need to do a buying persona exercise vs accelerated sales enablement? Sometime Sales Enablement is...
1236 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?
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
1. Many companies have a form of President's Club. Congratulate every single awardee. Ask to join them on the next drive-by with prospects/clients. these are the best rep...
1306 Views
1 request