AMA: Splunk Sr. Director, Product Marketing - Observability, Michael Olson on Sales Enablement

I think this is a symptom of bad persona guidance more than anything else. I have seen a lot of persona guides created by marketing teams that get too cute – with whimsic...

This answer might come across as tough love, but you need to establish credibility with sales teams and prove your value by demonstrating a deep understanding of 1) the m...

Good sales messaging + proper enablement is the solution to this problem. More often than not, when I've seen a lack of messaging consistency in my sales teams with every...

I'm a proponent of standardizing the core bill of materials PMM teams produce for sales enablement, both to keep your PMM team focused and avoid one-off requests, and to ...

This is a tough one, and it has been a journey to figure out how to measure the success of the sales enablement work PMMs do.In larger companies with a dedicated field en...

Expanding into an adjacent market (whether via new product introduction, acquisition, or a GTM strategy change) is one of the most fun and challenging resume builders for...

Speaking as someone who has created a lot of bad sales playbooks that have collected dust during my career :-), this is a topic that I'm passionate about. Here are the ma...