AMA: Glean Head of Industry Marketing, Kelly Xu on Sales Enablement

Visibility on both sides is key. What are the key changes on the sales team in terms of territory planning, sales tools/methodology/process, leadership priorities; as wel...

Instead of “pieces”, I recommend approaching this as “topic areas”. The specific format can vary from a one pager, to battlecard, to messaging doc to slideware or a landi...

I start with asking for more context: who is the collateral for, who are the target personas/accounts and sales stages they are in. Oftentimes we have something already t...

In the enablement, be clear on who this is for. Maybe not every seller needs to be “certified” on every new market or vertical. Engage with the sales teams who have those...