AMA: Medallia VP Product Marketing, Rajendran Nair on Sales Enablement

I am assuming here that you have already created stories/collateral that will be required to sell into the enterprise. FWIW, here is a framework I use to develop stories...

When I am starting up a Sales Enablement practice (or it is a new product/market or even a new sales team), I prefer an intense, heavy handed approach, because that helps...

This really depends on your product and industry. Let me outline a framework with four elements: The customer perspective The competitor perspective The technology pers...

This is a good list to start with. I will add a couple: Analyst/3rd party thought leadership pieces: Having independent, 3rd party content is very helpful. If you are ...

There are three key elements you need to consider: Your story and the constituent “story-lets” Your internal audience - sales being the most important, but you need to a...

The most common KPI is the win rate. However, I dont think this is an accurate measure of your work as the eventual win depends a lot on other factors, starting with the...

I am not sure I understand this question but let me try. It starts with the corporate objective - what is the revenue goal for each product. Sales Enablement will need ...

To be clear, this answer is about assets that a rep should share after the initial discovery call but prior to the deeper dive (mostly demo) call. At a bare minimum, the...