What is the most successful way you've seen marketing teams launch sales enablement material with sales teams?

I would tailor the cadence and materials to your audience. You need a general track for all sales reps to highlight the 90-day roadmap updates, highlight key launches and other relevant topics. It would be best if you had a separate technical track for your technical field teams that will go deeper into the technical side of the feature. A bi-weekly live call (for 60 min) seems to do the magic from a cadence standpoint. I've seen PMMs do loom videos and try for an offline education track, but it ...Read More

Enablement can be delivered in multiple formats. It can be a full fledge broadcast session to the entire team, or it can also be a roadshow going into weekly team calls to deliver the new pitch deck, review new persona playbooks, or roll out new pricing. Think about how you pattern interrupt to get people's attention and make this super relevant to their world - answer the key question: how will this help me sell 10x faster and better? My final advice: work closely with your sales leadership and ...Read More

I think they way we currently do this at Shopify is the best I've seen at a larger company, and it has three things in common with the best I've seen for this at smaller companies:- Dedicated time is set up to train sales reps on the new materials, especially if it's for a new feature/product launch, new pricing/plan, new campaign, new pitch deck, demo or event. (Break into groups if needed).- During those sessions, there is ample time for reps to ask questions and even practice playing back wha ...Read More

The most successful internal launches are often big ones (i.e., rolling out a new product or sales methodology such as solution selling), and in my experience, they include: (1) an executive sponsor (2) alignment with business priorities and (3) internal momentum.  An executive sponsor is key if you want anything well-adopted by the sales team. Find a well-respected senior sales leader (the more senior, the better), who wants to take on the initiative and be responsible for getting the sales tea ...Read More