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How can you make sure that your sales team understands how to use selling tools they're given and can sell the product?
How do product marketers work with sales enablement people? What are the roles and responsibilities?
for example, how do you tie products to fit together instead of going to market with one product/one focus point?
Is there a framework for creating good sales enablement decks for new B2B products or training new sales rep on your product?
Eg: How do you structure it? I can imagine some standard sections such as Competition, Market Problem but are there standard "must haves" section that have worked well.
When launching a significant sub-product (e.g. an enterprise version of an existing product) how do you strike the right balance of enabling your sales team without bombarding them with dizzying details?
If you were implementing a B2B Marketing and Sales Enablement program, what are the first 5 assets you would create?
What's the most reliable way to measure performance of intangible sales enablement (such as training, objection handling, trap setting)?
For instance, it's easy to jerry-rig performance to a one-sheeter that was sent in the course of a deal, but I'm having trouble finding ways to measure performance for intangible efforts that improve sales performance but isn't easily attributable to revenue.
As B2B product marketers we want to be able to identify which sales enablement assets (i.e. one pagers, pitch decks, etc) are the most impactful to guide future resoure investment decisions but oftentimes tracking of these materials can be challenging since it frequently requires manual tracking on the part of the sales team.
How do you recommend setting up a process for marketing to support sales when that doesn't already exist? Think scrappy startup phase! :)
I'm a product marketer who has never had to work with sales before because I've always worked for low-cost B2C SaaS companies that have a short marketing funnel without handholding needed for sales. I'm currently working with an early-stage client that is just starting to put together marketing materials and email flows.