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How do you work with stubborn sales leaders who go with their own messaging and positioning, rather than collaborating with the rest of the org?

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3 Answers
Product Marketing Career Path
  1. Bhavika Thakkar
    Bhavika Thakkar

    Microsoft Sr. Director of Product Marketing & Growth- Copilot | Formerly Adobe, GoDaddy, Xero • 5mo

    I'd ask why are they doing that? I'm sure no one likes to do work that others can do for them so if they are creating their own messaging and positioning I'd sit down with them or with your manager and their manager in the spirit of asking for feedback. Is their messaging resonating? Is their messaging accurate? Is their messaging covering differentiated value? How can you incorporate what's working into your official messaging so you are consistent across marketing and sales content? Asking que ...Read More

    4,021 Views
  2. Dee Johns
    Dee Johns

    Self Employed Product Marketing Leadership (Interim & Fractional) | Formerly Xero, Karbon, ApprovalMax • 4mo

    I try not to start from the assumption that sales is being difficult. In my experience, when sales teams create their own messaging, it’s usually because they’re under pressure to close and don’t feel what exists is helping them in real conversations. My first step is to listen. I want to understand what they’re using, why they’ve changed it, and what they’re hearing from customers. There’s often something useful in there. From there, I focus on alignment rather than control. If parts of their m ...Read More

    191 Views
  3. Bryan Socransky
    Bryan Socransky

    Disruptive Consulting Group Product Marketing Leader (Director / VP) | Defining Narrative & GTM for B2B SaaS | Driving Adoption & Revenue | Formerly Oracle, Zendesk, Genesys • 2mo

    Most “stubborn” sales leaders aren’t difficult.They’re trying to win deals. If they’re using their own messaging, it’s a signal: What we gave them isn’t working. So don’t enforce consistency. Earn it. Start with curiosity What are you saying differently? Where does our messaging break? What’s actually resonating? Sales is your best feedback loop. Go to real deals Don’t debate messaging in docs.Work live opportunities. Join calls Review wins and losses Move from opinion → evidence. Turn it into s ...Read More

    220 Views

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