How do you make sure your sales enablement is not just a checklist of tactical activities but an actual strategically valuable program?

This is where the partnership with the sales enablement team is valuable. If you don’t have a sales enablement counterpart, then I suggest the PMM team to think in terms of the Knowledge - Skills - Be

Great question – let’s tackle it from two angles: the strategic approach and then the content within it. 1) Strategic Approach: For this side of the equation, let’s all pretend we are the sellers for

Its important that any activation you do is aligned with sales on goal to either drive revenue or grow product adoption (usually because there is evidence it works better for clients). In general if w

Great question! Firstly I question the assertion here. there is NOTHING wrong with a tactical list of activties. Sales enablement owns time-to-productivity. If that means doing a preset task list, tha

Easy: approach the effort strategically.  Be clear on the why, what, and how.  1. Start with the goals.  2. Get clear on the jobs to be done.  3. Ladder the tactics up to those.  4. Make sure the co

Sales enablement requires buy-in from the top sales and marketing leadership. It must have a strategic view of the business -  1. segments  2. regions  3. business and technical sellers  4. partners