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AMA: WalkMe Vice President, Product Marketing VP Product Marketing, Hila Segal on Sales Enablement
April 12 @ 10:00AM PST
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WalkMe Vice President, Product Marketing VP Product Marketing, Hila Segal on Sales Enablement
Top Questions
Hila Segal
WalkMe Vice President, Product Marketing • April 13
Here are some of the guiding principles I like to use when developing a sales enablement roadmap: - Map out the product launches for the coming quarters and use these as anchors in the enablement calendar. Consider tier 1/2/3 launches and the format/audience for each. - Identify key areas of......Read More
519 Views
1 request
Hila Segal
WalkMe Vice President, Product Marketing • April 13
Here are some ideas: - Surveys - Slack channel - Google spreadsheet where sales can add ideas, describe the need and timing - QBR rep presentations - add this to their template deck - 1:1 conversations But always remember, sales will come up with many ideas and asks for collaterals. ......Read More
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3 requests
Hila Segal
WalkMe Vice President, Product Marketing • April 13
I would recommend considering a few tools for the enablement stack (but try not to get crazy here - focus on what your team absolutely needs depending on the maturity of the org): - Call recording to be able to listen to calls in a scalable and systematic way (like Gong, Salesloft, Zoom IQ) - S......Read More
1219 Views
2 requests
How do we get Sales more involved pre-launch to better the odds of our launch success?
We have a lot of stakeholders involved during our launch process. Sales is the most important, yet the least involved pre-launch.
Hila Segal
WalkMe Vice President, Product Marketing • April 13
It's a great idea to get sales involved pre-launch. A really great idea! Here are some thoughts on how to do that: 1/ Find the innovative sellers on your team and give them early access to content, messaging, demo, etc. so they can start testing and provide feedback 2/ Start enabling and cre......Read More
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Hila Segal
WalkMe Vice President, Product Marketing • April 13
When a significant part of your business/pipeline comes from partners you need to prioritize partner enablement. Here are a few suggestions: 1/ Try to find creative ways to repurpose your core sales enablement programs and materials and how you can adjust them to the partner audience. 2/ Look ......Read More
559 Views
1 request
Hila Segal
WalkMe Vice President, Product Marketing • April 13
Enablement can be delivered in multiple formats. It can be a full fledge broadcast session to the entire team, or it can also be a roadshow going into weekly team calls to deliver the new pitch deck, review new persona playbooks, or roll out new pricing. Think about how you pattern interrupt to g......Read More
513 Views
1 request
How do you get insight into the current state of prospect/sales interactions?
What are good ways to learn about the field's approach, prospect priorities, etc.
Hila Segal
WalkMe Vice President, Product Marketing • April 13
There are multiple ways to get insights into your selling motion: 1/ Listen to sales calls - that's an obvious one but you can get pretty systematic with it, create a regular cadence for reviewing calls by certain tags and keywords 2/ Join sales calls - highly recommended for PMMs to attend cal......Read More
506 Views
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Hila Segal
WalkMe Vice President, Product Marketing • April 13
The most important KPI is win rates and cycle time - are you seeing an increase in win rate and shorter cycles. While measuring these KPIs and tracking for trends, it's also important to get regular feedback from sales, sales leadership and individual reps on what's working and what's not. You ca......Read More
582 Views
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