AMA: Salesforce Former Vice President, Global Enablement, Roopal Shah on Sales Enablement
May 19 @ 10:00AM PT
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Guidewire Software Vice President Product Marketing • 6y
Your CMS (content management system) should have some sort of archiving parameters in place that should remind the PMM team when things get stale. With that said, all the...
3704 Views
2 requests
Guidewire Software Vice President Product Marketing • 6y
Balance is always tricky. At the end of the day, it's about getting others to understand why you think this is important versus over the stuff and also understanding that...
1808 Views
4 requests
Guidewire Software Vice President Product Marketing • 6y
I love Agile practices for this...my teams have always followed a process of Intake prioritization, and constant backlog grooming to feed a roadmap. A roadmap typically ...
2283 Views
1 request
Guidewire Software Vice President Product Marketing • 6y
Work with your enablement team! And like with a lot of things these days, you're competiting for their attention - why should they listen to you? What's in it for them as...
1891 Views
1 request
How do you enable sales reps to sell higher priced packages vs your lower priced offerings?
Our lower priced offerings seem to be the biggest competitors of our enterprise packages.
Guidewire Software Vice President Product Marketing • 6y
Value selling is a really tool you can have in your arsenal. I would do a few things here if you're focused on having them shift to higher selling things. (1) Articulat...
2415 Views
1 request
Guidewire Software Vice President Product Marketing • 6y
Good question - to have to pick is tough but if I must, here are the main things I think every sales rep needs in their bag to be successful: (1) First Call Deck / Pitc...
3552 Views
3 requests
Is there a framework for creating good sales enablement decks for new B2B products or training new sales rep on your product?
Eg: How do you structure it? I can imagine some standard sections such as Competition, Market Problem but are there standard "must haves" section that have worked well.
Guidewire Software Vice President Product Marketing • 6y
I'm a big fan of Nancy Duarte's work and her book Resonate. It speaks a lot to what a good narrative should be for any presentation. With that said, Enablement is a lo...
4192 Views
2 requests
Guidewire Software Vice President Product Marketing • 6y
My biggest challenge is working with all the other groups vying for seller attention and helping them approach it with empathy and working for the greater good, versus wh...
2188 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.
Guidewire Software Vice President Product Marketing • 6y
While there are some common themes regardless fo the segment, there are some unique things down market: - Volume is much higher - reps have a 1000s of accounts versus han...
1178 Views
1 request
Guidewire Software Vice President Product Marketing • 6y
It depends on where you are in the growth journey. If this is a strategy change - in terms of no longer selling a product to selling a platform, it's more about messaging...
1438 Views
1 request