Box Head of Product Marketing, AI & Platform | Formerly Google Gemini • 6mo
Sales is a Reality Check. If there is a gap between Marketing messaging and Sales needs, it’s usually because Marketing is writing for the Product, while Sales is talking to the Person. To bridge that gap, go back to the techniques we discussed earlier: 1. Don't just ask Sales what they need; watch them work. My primary 'alignment tool' is listening to recorded sales calls. I am looking for the 'Script Break.' I watch for the exact moment the Rep stops using the marketing deck, closes the slides ...Read More
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