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Other products are taking up sales rep mind share. How can my products compete for mindshare?

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3 Answers
Sales Enablement
  1. Bruce Randall
    Bruce Randall

    Former Head of Product Marketing at ServiceNow and Atlassian | Formerly ServiceNow, Atlassian, SAP, HP • 1y

    There are a couple of things to consider there. First of all, you are a seller to the salesperson. You have to convince them that your product will give them the easiest path to the most amount of quota retirement. Secondly, you can tie your product to larger stories or products that are already existing. In some ways, this is really an element of the first point I made, because what you're doing is showing a quick and easy way to sell your product. You can't really look at those other products ...Read More

    10,174 Views
  2. Adam Lagerhausen
    Adam Lagerhausen

    ServiceNow Senior Manager, Product Marketing — AI | Formerly Dropbox, SalesForce • 4mo

    Let me reframe this: What you have is a value translation problem. Reps sell what's easy to sell, easy to explain, and easy to close. If your product isn't getting airtime, you haven't made it dead simple for reps to connect your product to money in their pocket. Step one is giving them a 30-second story they can tell a customer without opening a single slide. If your rep can't explain your product's value in an elevator ride, you haven't done your job yet. Step two: If another product is domina ...Read More

    240 Views
  3. Kuber Sharma
    Kuber Sharma

    UiPath Sr. Director of Product Marketing | Formerly Salesforce, Tableau, Microsoft • 1mo

    Bruce and Adam both nailed the core issue: this is a value translation problem, and the only currency that matters to reps is quota. I'd add a structural layer. At UiPath, we sell a platform with multiple product lines, and at any given time a different business unit is the "hot" thing. The PMMs who consistently win mindshare treat it like an internal sales campaign, not a communication exercise. The first thing I do when I feel mindshare slipping is get on Gong. Not to listen to all calls — tha ...Read More

    162 Views

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