Sales Enablement

5 Answers
Ryan Fleisch
Ryan Fleisch
Adobe Head of Product Marketing, Real-Time CDP & Audience ManagerJune 23
This is a tricky one because ultimately you want everything to tie back to revenue (usually in the form of new versus growth versus retention), but you can never fully hold PMM accountable for those top-line numbers since there are so many other forces at play. This is why you need a set of secon...Read More
1931 Views
1 Answer
Polomi Batra
Polomi Batra
Zendesk Director of Product MarketingMay 30
This is a good question and one that is likely debate-able. I don’t think I’ve seen evidence to prove this one way or the other. However, being part of a global software company with a widely international customer base, my observation has been that certain markets like data sheets over others. ...Read More
1048 Views
How do i use multiple customer quotes and case study stats to create a 2 pager sales enablement asset?
Im not sure how i can structure this document, but i have (numbers) on how our product benefited the customer and why they chose us over a competitor and multiple quotes from different customers. What is the best way to tell a story?
8 Answers
Jeff Rezabek
Jeff Rezabek
IRONSCALES Director of Product MarketingFebruary 27
If you're creating a two-pager sales enablement asset, always assume it will be shared externally at some point, so make it so that if it gets in the hands of a prospect, the branding is the same, and the information isn't confidential. Without knowing much about your product or audience, I woul...Read More
1432 Views
17 Answers
Abdul Rastagar
Abdul Rastagar
GTM Leader | Marketing Author | Career CoachMay 7
This really requires a dedicated effort and should be owned by Product Marketing. Different industries change at different paces – in some cases, a quarterly review process is needed, in other case, it might be less frequent. It really depends. Product Marketing needs to keep a close pulse on cus...Read More
1481 Views
15 Answers
Brady Gentile
Brady Gentile
Hedera Hashgraph Product MarketingJuly 21
Background: Worked as a Community Manager and Product Marketer for an open source database software company DataStax; we sold a proprietary version of the open source database Apache Cassandra, targeting the developer and administrator personas. Developers are experts at searching for informa...Read More
1802 Views
6 Answers
Ryan Fleisch
Ryan Fleisch
Adobe Head of Product Marketing, Real-Time CDP & Audience ManagerJune 23
Two things to consider here: if they are resisting your product messaging, it may be worth asking yourself if it’s the right messaging to being with. Then consider how you’re framing the messaging to the sales teams based on who they are talking with. Let’s look at both of those. To evaluate if...Read More
1499 Views
6 Answers
Gregg Miller
Gregg Miller
PandaDoc VP of Product Marketing & BrandMay 15
There's a lot of reasons sales playbooks might not get used. When that happens, you need to figure out that reason. Some common reasons are: * It's too detailed or prescriptive: Sales requires a certain degree of improvisation based on customer discovery and what's needed to establish tru...Read More
1368 Views
6 Answers
Emily Ritter
Emily Ritter
Front VP of MarketingAugust 6
Small: tight, thoughtful FAQs. Keep it simple. Prep a concise one-pager that delivers the facts and moves on. Large: think about enablement as a mini bootcamp program rather than a one-and done. Work with managers in advance to get their input on what their teams might need. Do in-person training...Read More
2129 Views
4 Answers
Alissa Lydon
Alissa Lydon
Dovetail Head of Product MarketingDecember 2
There are a couple of different ways to approach measuring sales enablement effectiveness. The main question I ask myself is, "Is the sales team confidently delivering the right message to our target audience?" From there, you can determine which metrics are best for measuring sales confidence. S...Read More
482 Views
6 Answers
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
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) Articulate Value - what is the customer getting for paying more? What are the benefits they would gain with this?   (2) Teach them to ...Read More
1876 Views