How do you balance sales enablement needs that you KNOW will move the needle (persona training, objection response, pitch deck) vs sales enablement requests that are transactional (e.g. "one-sheet" on a feature or internal policy)
10 Answers
Guidewire Software Vice President Product Marketing • 6y
Balance is always tricky. At the end of the day, it's about getting others to understand why you think this is important versus over the stuff and also understanding that...
1809 Views
Adobe Head of Product Marketing, Real-Time CDP & Audience Manager • 5y
Here’s how we’ve tackled this: first, set the expectation that the role of marketing is one-to-many and the role of sales is one-to-one. This will shield you from request...
1135 Views
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Hightouch Head of Product Marketing • 4y
This feels like the ultimate question for this topic!! Balancing strategic vs. reactional requests coming out of sales is a tough dance. I typically stay away from promis...
438 Views
Close Head of Product Marketing • 4y
This is a great question. A sales enablement roadmap is very much like a product roadmap. There are many different inputs into what we prioritize over time, and how that ...
431 Views
Zendesk Senior Director Product Marketing • 2y
Great question! This is where a tiering structure comes in handy. Despite what some folks might say, not all enablement needs are created equal and neither should their d...
1871 Views
Adobe Head of GTM Strategy, APAC & Japan • 2y
Great question and one which I've had to tackle quite a few times over the years (and not always successfully might I add!) I think the key here is to get sales on-side b...
1912 Views
SurveyMonkey Senior Director, Head of Corporate Marketing | Formerly SurveyMonkey, Nielsen • 2y
The best way to make the space for balancing larger, longer term strategic projects with reactive, transactional projects is through transparent roadmap planning.Some adv...
705 Views
Shopify Head of Retail Product Marketing | Formerly GoDaddy, ClearVoice, AppBuddy, Scripps • 2y
Simple - always say yes to the needle-movers, and only do the one-sheets and other work if you/your team has time. PMMs shouldn't spend a significant amount of time on an...
663 Views
Eventbrite Global Head of Marketplace Marketing • 2y
Ultimately, prioritization should be based on business outcomes. One-sheets on a feature could be just as impactful on win rate as a pitch deck, if it's an unmet need tha...
987 Views
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