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)

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All related (32)

Head of Product Marketing, Real-Time CDP & Audience Manager at Adobe • June 23

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 requests like “can we get a one-sheet

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Christine Sotelo-Dag

Director of Product Marketing & Customer Marketing at Mode Analytics • November 23

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 gets decided - and although th

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Roopal Shah

Head (VP) of Global Enablement at Benchling • May 18

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 bandwidth - whether it's your

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Lizzie Yarbrough de Cantor

Director of Product Marketing, Risk at AuditBoard • October 27

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 promising things like a one-sheet or

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