AMA: Shopify Director, Revenue Marketing, Kevin MacGillivray on Sales Enablement
September 24 @ 10:00AM PT
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Pressable Chief Marketing Officer • 1y
Here are a few winning strategies to keep sales on message including:Sales often crafts their own variation of a product message to fill in gaps when the official version...
2074 Views
3 requests
Pressable Chief Marketing Officer • 1y
This one is always a challenge, especially in organizations with a large product suite. Here are a few tips.Create and prioritize updating a single source of truth that s...
6710 Views
2 requests
Pressable Chief Marketing Officer • 1y
Generally speaking, I start with a relatively uniform bill of materials for each product to make sure we've got the basics covered in a consistent format. This includes t...
799 Views
3 requests
How to enable sales team who are not organized by verticals on vertical content?
Vertical agnostic sales teams are stretched too thin when it comes to focusing on multiple verticals. Delivering multiple industry positioning sessions has a low ROI. How to improve this?
Pressable Chief Marketing Officer • 1y
It can be challenging to enable a sales team that covers multiple verticals or multiple products. A few things that help here:Limit the P0 priorities for the sales team t...
3413 Views
2 requests
Pressable Chief Marketing Officer • 1y
I'm going to go a layer deeper on this answer (vs. traditional stuff like pitch decks, one pagers etc. --> which of course are all very important must have). Here we g...
1090 Views
2 requests
Over your career, what best practices can you share with working with the sales team?
More specifically:
who are you speaking with? how often?
what are sales teams typically asking for? what types of things can you deliver on/what types of things are not feasible?
what steps do you take to keep things productive? what types of situations are not productive?
Pressable Chief Marketing Officer • 1y
Who am I speaking with? How often?I have a regular connect with the Sales Director for audiences my team is accountable for where we speak about high level performance to...
2023 Views
1 request
Pressable Chief Marketing Officer • 1y
Here are four great ways to measure effectiveness:In the data --> what hard data can we look at (through Seismic, Salesforce etc.) that identifies how often enablement...
936 Views
1 request
Pressable Chief Marketing Officer • 1y
One great way to do this is to build an annual/quarterly/monthly plan on what you plan to deliver and get buy-in from sales leadership upfront on the deliverables. If you...
965 Views
1 request
Pressable Chief Marketing Officer • 1y
Here are what I think are the top (3) things to keep in mind with enablement for a global product:You will always have to prioritize based on the regions with the largest...
700 Views
1 request