AMA: Visa Former Senior Director, Fintech Product Marketing, Charles Tsang on Sales Enablement
February 10 @ 10:00AM PT
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👋 Charles Tsang
Hi all, I'm Charles Tsang, Head of Product Marketing - Accounts Payable, Accountant Channel, and Developers / Partners @ BILL:
• 👋 Based in: SF Bay Area
• 🧠 Top of mind: How AI will transform the PMM craft
• 💬 Ask me about: Career Development
• 🍦 Fun fact: I'm super into fitness, so much so that I moonlight as a personal trainer (nights and weekends previously, although I've tapered a bit of it off!)
• 👋 Based in: SF Bay Area
• 🧠 Top of mind: How AI will transform the PMM craft
• 💬 Ask me about: Career Development
• 🍦 Fun fact: I'm super into fitness, so much so that I moonlight as a personal trainer (nights and weekends previously, although I've tapered a bit of it off!)
How do you ensure that your reps are all singing the same tune when the jargon in your industry is constantly changing?
I'm in Fintech, a world of ever evolving nomenclature - i feel like there is new jargon every day.
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
Fintech is definitely a dynamic and ever evolving space – which makes it super exciting! What’s interesting about Visa’s role here is that we sit at the center as a netw...
1366 Views
2 requests
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
In my experience it’s a healthy mix. A few key factors (not exhaustive) can should influence the type (and volume) of sales enablement content you deliver in a quarter: ...
567 Views
1 request
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
This is a bit of an oversimplification, but I boil down measuring sales enablement success into three categories: Usage: This would be the volume of assets developed as ...
1912 Views
2 requests
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
A couple of factors come to mind here. In general, consider what stage of the product lifecycle a particular product is in. That is usually a key factor that will infor...
470 Views
1 request
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
For me personally I meet with the sales team at a minimum on a weekly basis. This is usually time well spent as I get visibility into the deals they are working and wher...
801 Views
1 request
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
This is particularly relevant to Visa given our global nature and the 200+ countries we operate in. The biggest challenge I encounter is how unique each country / market...
647 Views
1 request
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
The answer depends a bit on the situation. Here are two scenarios/examples. Scenario 1: Sometimes sales has a ton of institutional knowledge around their target custo...
1536 Views
2 requests
I'm new to Sales Enablement and I'm curious how heavy-handed my approach should be. How much input does Sales expect from me, and what are some things that the sales team should be doing on their own?
(For instance: pitch decks, collateral, competitor research, FAQs, etc.)
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
It's difficult to paint a broad brush stroke answer on this, but as a general rule of thumb: Meet with Sales to understand their expectations and where they need the mos...
1405 Views
2 requests
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
This is likely something that can differ a bit depending on company and organization, but in general: Sales Ops functions are focused on strategies, systems, and proces...
3122 Views
2 requests
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
A lot I could go into here, but I'd oversimplify the steps into a few areas: Sales strategy and sales model: Start with understanding how this works at your company. H...
746 Views
2 requests
How do you get input from Sales on marketing content ideas and feedback?
Some of the best marketing ideas for content come from the sales team.
BILL Head of Product Marketing - Accounts Payable and Developers / Partners • 5y
I meet with Sales at a minimum once a week, but most of the time several times a week. What I like to do during these sessions is to:Begin to understand their needs and ...
1511 Views
4 requests