AMA: Mixpanel Former Head of Product and Content Marketing, Jeff Beckham on Sales Enablement
December 17 @ 10:00AM PT
View AMA Answers
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
The more time in advance you can provide the sales team, the better. But you also don’t want to sit on new products / features that are ready to go, especially when you’r...
2273 Views
3 requests
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
If your sales reps are already having daily conversations, you’re in luck! It means they aren’t short on time with their customers and giving you 20-30 minutes shouldn't ...
1490 Views
1 request
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.
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
That’s a tough question, and unfortunately, I think it does depend on your organization. I’ve usually seen enablement added as a separate function when a company reaches ...
1570 Views
1 request
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
A good question to ask before starting a sales playbook is, “what’s in it for them?” Good sales reps welcome support from anyone who can truly help them, and product mark...
1890 Views
2 requests
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
A quick survey can work well. I usually use Google Forms, but higher-end tools like SurveyMonkey and Qualtrics provide a little more flexibility if you have them.Longer s...
1551 Views
2 requests
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
If it’s a specific rep you’re having trouble with, I’d recommend just having a quick conversation with them about where the confusion is stemming from. They might have so...
1534 Views
2 requests
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
The biggest mistake I’ve made is not involving Sales at the ideation stage. Too many times, I’ve thought I had a great idea for a new program or piece of content, only to...
1937 Views
1 request
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
At every company I’ve been a part of, product marketing has always been the driver of any sales enablement done by the marketing team. I’m sure that’s not the case everyw...
2834 Views
2 requests
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
If you have the opportunity to be involved, snatch it as quickly as possible! The core of product marketing is creating messaging that works, and the fastest way to test ...
1911 Views
1 request
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
This is a fun question because I’ve seen this vary so broadly across the places I’ve worked. Step one is to make sure product marketing gets invited :) At Mixpanel, all o...
2324 Views
2 requests
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
The best sales reps I’ve seen rely on people and resources across the company to win deals, but these same reps are also very particular about the materials they use and ...
1130 Views
2 requests
What sales enablement changes do we need to make as we shift focus from selling to SMB and mid-market to selling to enterprise?
Our sales team is used to selling to SMB and mid-market.
Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
It’s exciting that your company is making the shift up-market! The first question to ask is whether you have the right people in place to sell into enterprises. Promoting...
1902 Views
1 request