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Many sales team members don't realize (or are concerned with) the importance of their interactions with prospects as a source for product and messaging insights. What do you do to encourage enthusiastic communication on what they're learning in the field?

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4 Answers
Sales Content Sales Enablement
  1. Ryan Fleisch
    Ryan Fleisch

    Adobe Head of Product Marketing, Real-Time CDP & Audience Manager • 6y

    Great question – I’d recommend 3 things to ensure you’re getting insights from the field: 1) Create a slack channel devoted to this so people have one place to submit insights from their client meetings (especially competitive insights), 2) conduct at least 1 client meeting ride-along per month. Get in the field and hear first-hand how content is being presented, how it’s resonating, what questions get asked, and what insights you might collect, and 3) conduct win/loss surveys for all deals each ...Read More

    1,838 Views
  2. Sarah Din
    Sarah Din

    Former SVP of Product Marketing at Quickbase • 3y

    The key is to make it easy for them to share this information with you - so make sure you are creating the right channels of communication. Whether it's creating slack channels where these discussions can happen or having more formal sessions to capture that feedback or creating the right fields and processes in Salesforce - whatever you do, you need to make it simple and easy for the sale team to transfer that knowledge to you. Secondly, you want to show the sales team that the insights they gi ...Read More

    489 Views
  3. Alissa Lydon
    Alissa Lydon

    Actively AI VP of Marketing | Formerly Mezmo, Sauce Labs • 2y

    I've found that the best way to get sales excited about giving feedback on how messaging is resonating is two-fold: Make it an ongoing ritual. Set aside regular time that is devoted purely to feedback. Don't wait for sales to take the initiative, and set the expectation that they should prepare feedback for product marketing regularly. Set an agenda beforehand and give them the structure to ease the burden of preparing feedback. If you make things too open-ended, then you won't get the insights ...Read More

    401 Views
  4. Carl Arnold
    Carl Arnold

    3y

    Explain to your sales team members that their feedback is valuable to the company and can help to improve the product and messaging. Make it clear that their input is not only welcomed but also critical to the success of the business. In addition, schedule regular feedback sessions with your sales team to discuss their interactions with prospects and to gather insights. Make sure to actively listen and ask follow-up questions to encourage further discussion.

    151 Views

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