All related (30)
James Winter
VP of Marketing, SpekitAugust 22
Pat and Sean did a great job answering with some more tactical approaches so I'll be brief with a couple tips.    There are purpose built tools like Inkling that can be a great way to enable massive sales teams, but they require a ton of investment to do well. Webinars and quizzes are things that work well remotely. Salespeople are competitive so use that to your advantage.   If you have a massive sales team, you should also have the budget to get some outside help to help train them. I’d recommend hiring a professional services firm to make sure the training doesn’t consume all of your...
Pat Ma
Sr. Product Marketing Manager, Samsung NEXTJuly 18
Do you have a weekly product training with the go-to-market team (marketing, SDRs, sales, and customer success)? We did this at Oracle and Leadspace and it worked well. It's a weekly, 1 hour live training forum where we introduce product updates, new sales tools, and deep dive into customer use cases. At Oracle, over 350 sales reps joined the weekly meetings and they were recorded, so more people go to see the replay if they couldn't join live. For tech, any web conferencing software would do. But you have to be the one getting input from sales for training topics, setting the agenda, a...
Hien Phan
Director of Enterprise Product Marketing, AmplitudeMay 2
I find that aside from consistent product training schedule plus the format and certification. Technology will help with the scaling of the training. I highly recommend looking at sales enablement tools, that includ some LMS component, and can help to distribute content as well as TARGET content to sales groups (regions territories). The key is to reference last product training with a recap in any product training. Essentially, your product training should sound like a long narrative, which each product training as a chapter in a book. Recaps can be quick recaps before a training starts, a...
Sean Spediacci
Director of Product Marketing, UpsolverJuly 18
+ 1 to weekly recorded trainings. At Cloudera we did "Sprint trainings" on Mondays for 30-60 minutes and recorded it. It was a valuable way to stay in sync with the salesforce. We also had a marketing newsletter that included a small section on new assets and large one for major announcements + a sales newsletter run by sales ops that included all recordings of sprint trainings.
Bala Vishal
Former Director of Digital Marketing - Demand Generation, LucidworksFebruary 15
On top of the weekly training sessions or sprint training ideas mentioned before, I have seen the use of tools like HighSpot has been very helpful. These tools help manage all the sales collaterals and content produced, organize them them using tags and then mapping it back to your CRM at the lead & account level. This way when the BDR/ISR and the field sales are researching on a prospect and its company in the CRM, relevant documents show up in their CRM view.  I have seen this being more scalable and having higher adoption among sales than the use of Google spreadsheets. However, before ...
James Winter
VP of Marketing, Spekit
INTERNAL TRAINING MATERIALS/DECK Education should always be a big part of launching the product. The first thing you need to accomplish is getting the sales team to actually care about whatever it is that you're launching. Try not to make this overly academic, make sure you're getting the point across as to what the opportunity is for the sales person to make money.    BETA/EARLY ADOPTER CASE STUDIES I always try to avoid launching products without a couple of well produced case studies from early adopters/beta users.    LEAVE BEHIND MATERIALS Could be a deck, a one pager, somethin...