How do you get insight into the current state of prospect/sales interactions?

We have done a variety of things over time which I'll list out here: 1- Leveraged tools like Gong to get reporting on critical topics, key ways of selling, and also understand gaps in messaging 2- Align a GTM PMM team whose role is to stay connected to your field team. They are expected to have contacts in every sales role & region who can act as stakeholders when we have key questions or want to get a pulse on the business. 3- Leverage underway programs that are happening like Deal Reviews ...Read More

There are multiple ways to get insights into your selling motion: 1/ Listen to sales calls - that's an obvious one but you can get pretty systematic with it, create a regular cadence for reviewing calls by certain tags and keywords 2/ Join sales calls - highly recommended for PMMs to attend calls, present on these calls and get a first hands experience of what it's like to be on the front lines, how prospects are resonating with the message, where they get stuck, where reps are struggling, etc.  ...Read More

Listen to calls. There’s no other way thats really effective. We live in the world of Gong/Chorus - where we have unprecedented insight into prospect conversations. There is no excuse to not take advantage of this ability. You can set playlists based on topics, segments, keywords, competitive positioning - or any way your tool lets you slice the data. I would put up filters for the topics and keywords that reflect what you need your sales team to deliver consistently at scale to drive your ideal ...Read More

This is a passion area for me! I work to carve out time for learning and exposure. It's always tough when you have pressing timelines for deliverables, but that work will be far more efficient and strategic when you invest in time for the fundamentals. Here are a few things I invest in doing: Know the team. Be of value to them.  Go where your sales team is, be a fly on the wall in the places they discuss their goals and strategies (live or async). Have Gong? Download the app. It's a treasure tro ...Read More

The simplest and fastest way is to talk directly with your reps! Not sales managers but the reps that are actually having the daily conversations - ask them (this is from the lens of B2B/enterprise SaaS sales) - 1. what deck do you use for first calls? Second calls? (ask them to send it to you - is there messaging in that deck that didn't come directly from PMM but is still working? Or is there messaging in that deck that doesn't align with the company's strategy) other than that -  2. check you ...Read More