AMA: Moloco Director of Product Marketing, Lindsay (Saran) Gatta on Sales Enablement

Yes—but only partially. While sales feedback is valuable, relying on it exclusively can lead to a narrow or skewed perspective. Sales teams can have recency bias and/or prioritize content that addresses their immediate pipeline needs, and while that's important, it doesn’t always align with broader trends or scalable messaging needs across verticals. From a marketing perspective, it’s always more effective to combine sales input with larger sample sizes and behavioral insights gathered through r ...Read More

For me, the biggest challenge is bridging the gap between a core product story and the customized, business-specific narratives that actually resonate in sales conversations. I have found that Sales teams often want ready-made, off-the-shelf decks that they can plug-and-play. But the reality is that no single deck can account for the nuances of every buyer’s business model, vertical, or challenge. The product story may be sound, but without tailoring—whether to a subscription vs. transactional b ...Read More

Gong will be your best friend for this! So you can create a system for your team using it. Gong gives PMMs a direct line into real customer conversations without needing to be in the room, join a live call, or dig through anecdotal feedback. The key is to divide and conquer across the PMM team: Assign one PMM to monitor calls or keyword alerts related to specific product areas (e.g., campaign tools, reporting, targeting). Have another PMM focus on competitive mentions. A third might zero in on o ...Read More

I have been fortunate to work with some great Sales Learning leaders, and I think the biggest consistent difference I have seen between training that goes well and that doesn't is leveraging Sales Champions (aka advocates). Sales champions are the difference between awareness and adoption.These people are influential, respected members of the sales team who buys into the new narrative, product, or strategy early, see the value, and are willing to evangelize it internally to their peers.If you ne ...Read More

More to come on this as I am in the process of rolling out a new way to track using the concept of a Buying Committee which tracks activity and engagement of key decision-makers within priority accounts and helps identify stakeholder coverage and gaps across marketing efforts. It gives different scores or values across various types of engagement throughout the funnel: Awareness (engagement, views, downloads, etc) as well as Expanding New Business (Identified, Engaged, Converted, Advocacy, etc) ...Read More