AMA: Castlight Former Director of Product Marketing, Dave Kong on Sales Enablement
January 16 @ 10:00AM PT
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I'd break this question out into two separate ones: 1) How do you track internal adoption of sales enablement content? and 2) How do you track internal adoption of sales ...
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What do you take into consideration when getting requests to create "leave behinds" and/or "one pagers" for a variety of different aspects for your company?
I'm starting to build our competitive program here at Percolate and I am personally questioning the need for creating a unique sales asset for each competitor.
For requests in general, the very first thing i recommend doing is evaluating if the request is within your defined set of PMM responsibilities. If not, I would turn down...
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Tie to your Pitch — ...so that your combined pitch and demo tells one cohesive story. Tell-show-tell. Tell = pitch where you describe the value of your solution. Show ...
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Which specific questions do you ask your sales reps when they request content?
For instance: which pain points would it address, what is the context for this request, how many prospects or customers would you share it with, what is the potential opportunity
For me, I generally start with questions to determine if new content is actually needed (versus piling on to an already long list of requests). In addition, to your exam...
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Well, it’s difficult to “ensure” that anyone is going to use any set of materials. I would look at it from the point of view where PMM's job is to create messaging and ma...
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Check out my reply here, in a previous question. Building on my previous response, I do think about this in those two phases: At launch and post-launch. At Launch At la...
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Ah, this sounds like a fun prioritization exercise! If sales enablement was just kicking off, I'm assuming that generally marketing and PMM functions are relatively new a...
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I know that this is sometimes an incredible challenge. I think the challenge specifically is around balance. A balance between: What are metrics indicative of your busin...
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