AMA: Writer Head of Solutions Marketing, Christine Tran on Sales Enablement

June 26, 2025 @ 11:00AM PT

How do you measure content usage and effectiveness within the sales process? Do you have a constant feedback loop that enables your team to attribute content engagement to business outcomes? Does this allow you visibility into standardizing best practices and measuring marketing impact?

Christine Tran

Writer Head of Solutions Marketing • 1y

I know there are sales CMS tools that track usage metrics, which can give you a sense of what's working, but it's really just directional since some content types will always get more use than others regardless of effectiveness. What I focus on is making sure sales has the core materials they need: slide decks, collateral, customer stories, and competitive intel - all tailored for different products, solutions, industries, personas, and integrations. I work closely with sellers to refine the mes ...Read More

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In terms of empowering your sales and success teams to get customers and prospects excited about upcoming features, how do you help them present the roadmap? Does product marketing create a roadmap deck that then gets shared out to the team?

Christine Tran

Writer Head of Solutions Marketing • 1y

I love this question, bc you nailed it! Partner with sales and success to present the roadmap. I've worked with product to create a roadmap deck. In one organization, we certified folks to present it to a customer or prospect. In another organization, we enabled anyone to present it with a sample talk track recorded over Loom. Still another organization, only product and PMM was allowed to present it. The difference was mainly in the organizational culture.

12,110 Views

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How do you navigate sales enablement at a startup that serves multiple sectors of the market and has limited resources?

We are moving upstream from working with executive search firms and recruitment agencies to working with in-house enterprise and MM companies. Each type of firm needs the software for recruitment purposes, but each has different pain points and feature interests within the platform

Christine Tran

Writer Head of Solutions Marketing • 1y

It's really really hard to be in a startup with a small team and feel like you have to prioritize everything. I'm living it right now! Some people are just really good at ruthlessly prioritizing. But it can be hard to manage when priorities and strategies are changing fast, everything is being built from scratch, and multiple stakeholders are making demands. Don't I know it! What I try to do is: Prioritize which sector has the most juice to squeeze. There are a few vectors: existing traction (e. ...Read More

2,404 Views

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I've heard mixed opinions on sharing customer personas with Sales. Some say it's useless information that Sales tends to ignore. Have you found that Sales appreciates customers personas? What's your approach there?

Christine Tran

Writer Head of Solutions Marketing • 1y

I've found it to be critical in the organizations I've worked in, which have mostly had multiple personas. However, I've never been a fan of Marketing Mary or Annie the Analyst :) That may be a personal bias but I find it cheesy. But a basic persona framework and messaging has always been asked by sellers in organizations I've been at. It's extremely needed for new sellers but even senior ones who need sometimes need a quick reference / cheat sheet when context switching. A seller asked me TODAY ...Read More

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1 request

AMA: Writer Head of Solutions Marketing, Christine Tran on Sales Enablement

View AMA Answers

How do you measure content usage and effectiveness within the sales process? Do you have a constant feedback loop that enables your team to attribute content engagement to business outcomes? Does this allow you visibility into standardizing best practices and measuring marketing impact?

In terms of empowering your sales and success teams to get customers and prospects excited about upcoming features, how do you help them present the roadmap? Does product marketing create a roadmap deck that then gets shared out to the team?

How do you navigate sales enablement at a startup that serves multiple sectors of the market and has limited resources?

I've heard mixed opinions on sharing customer personas with Sales. Some say it's useless information that Sales tends to ignore. Have you found that Sales appreciates customers personas? What's your approach there?