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6 Answers
Justin Graci
Justin Graci
HubSpot Principal Marketing Manager - Product GTM & EnablementNovember 23
My answer would change depending on what we're talking about (B2b Marketing program vs Sales enablement program). For a sales enablement program: 1. Pitch Deck 2. Product use case glossary 3. Case study 4. Discovery question list or Demo video 5. (this isn't necessarily an asset) Prospecti......Read More
1589 Views
Vanessa Thompson
Vanessa Thompson
Twilio Senior Director, Product MarketingOctober 27
1) A (first call) pitch deck. This is a fantastic unifying asset that will help you hone your narrative and it can also serve as an educational tool for the sales team. You can use the pitch to walk through your logic and approach and then refine it based on specific feedback from your sales team......Read More
2238 Views
Ryan Fleisch
Ryan Fleisch
Adobe Head of Product Marketing, Real-Time CDP & Audience ManagerJune 23
First, divide your efforts into “sales plays” (or depending on your company’s terminology they might be “sales motions” or “use cases”). Sales plays should each have a revenue target attached to them, and collectively, the revenue across all your sales plays should total the entire new business r......Read More
1667 Views
Roopal Shah
Roopal Shah
Benchling Head (VP) of Global EnablementMay 18
Good question - to have to pick is tough but if I must, here are the main things I think every sales rep needs in their bag to be successful:  (1) First Call Deck / Pitch Deck  (2) Competitive Battlecard(s) (including how to place traps / how to arm against competitor's traps - shields/swords......Read More
2093 Views
Harsha Kalapala
Harsha Kalapala
AlertMedia Vice President Product MarketingNovember 2
If you have product marketing and sales enablement as separate functions, asset creation should be owned by product marketing for the most part. Anything sales enablement creates should be in support of helping sales consume the content that’s already built — such as talk tracks, discovery questi......Read More
344 Views
Sarah Din
Sarah Din
Quickbase VP of Product MarketingDecember 1
I don't think there is a magic list of items you must have for B2B sales enablement. Every product is different and likely has a different sales process - which will impact the assets you develop. But the most typical ones can be: * A master pitch deck that can be customized by the sales team ......Read More
272 Views