What is your tactic when salespeople continually ask you for materials, when you've shown them where they live multiple times? And no one else is confused by that but one specific salesperson?

If it’s a specific rep you’re having trouble with, I’d recommend just having a quick conversation with them about where the confusion is stemming from. They might have some useful feedback on how to organize or disseminate content that is more in line with their day-to-day or use case. The added benefit of talking in person or getting on a video call is that they’re more likely to empathize with you. They may have good intentions (wanting to use the best materials to be effective in their role) ...Read More

Tell Kevin to pay better attention!Seriously though, that's frustrating, but I'd make sure it's not just isolated to that one sales member (are there other reps that can't find artifacts, but just aren't saying anything?)A lot of times, if I'm having a specific issue with an account executive or solution engineer not getting what they need or giving lots of feedback, I'll recruit them into a braintrust working group so they can help serve as a champion or expert for the specific initiative. Mayb ...Read More

I've learned that the best way to solve this sort of problem is to stop spoon feeding them every time. Yes, once at first is fine, but if this is one particular sales person every single time, then don't give them the direct link to what they needed and instead tell them where to find it and let them find it on their own. Here is what that looks like: Sales Rep: Hey marketer/enablement lead, do you know if we have any one pagers about X? Marketer: Hey there, yes I believe we do have what you're ...Read More

It sounds like the salesperson needs tools training. I wouldn’t get them all the resources they need to learn how to search in your asset database/software. I would assign them a “buddy” in sales who can answer their questions on this quickly. Seeing their peers being good at something this person needs to be good at should motivate them to catch up. Other than that, I wouldn’t waste my time getting one person to learn how to use a basic tool. It’s not fair use of time for the rest of the team w ...Read More

The first thing to remember in situations like this is to lead with empathy. Sales is the toughest job in the business. It takes a lot of guts to be on the front lines of go-to-market - cold calling people who don't want to talk to them, pitching solutions to teams that are inherently skeptical, and constantly having to chase the number that determines whether or not they get paid. Just like everyone in the organization, they have a lot on their plate, and it's hard to keep a lot of things in yo ...Read More

You got to remember with salespeople, they're running their own business. There's a thousand things they have to remember to do, all of which are more important than the location of an asset. As a product marketer, do whatever you can to make your salespeople successful. If that means hand-holding a specific rep, do it. More than likely, the reason they're struggling with this is that it's in a place or presented in a way that doesn't work for them. Ask them: How can I make this easier for you? ...Read More