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5 Answers
Carrie Zhang
Carrie Zhang
Square Product LeadNovember 16
Our sales team are always asking us for 3 things: * A kick ass product intro/ overview deck - generally used for reps to go over with prospects * Competitive battlecards - how we stack up against our competition and where we win * Case studies - tangible upside that customers have gotte......Read More
2966 Views
Gregg Miller
Gregg Miller
Oyster® VP of Product MarketingMay 15
The best thing you can do is go out and listen to reps pitch the product and how customers respond. After 12-20 calls or meetings you'll start to get a pretty good idea of what content is getting used most (and what isn't getting used at all). This is where I'd start. If your organization has b......Read More
770 Views
Steve Feyer
Steve Feyer
Eightfold Product Marketing DirectorJune 5
Carrie's answer is spot-on. I would add that our reps also ask for data sheets, model RFPs and, increasingly, for explanatory videos. In my role today, I don't get any visibility to usage beyond download volumes and the questions I get directly from the field, so it's directional. Almost every......Read More
527 Views
Peter Mertens
Peter Mertens
Sprout Social Manager, Sales ReadinessAugust 3
I'd echo what Stephen said at the end there. Often times, I'll find that we have created a fantastic piece of content, only to realize that nobody on sales has used it becuase they don't know where to find it or at what stage in the sales cycle it is appropriate to use. Therefore, I spend a lot t......Read More
634 Views
Huzaifa Dalal
Huzaifa Dalal
CrowdStrike Senior Director Product Marketing, ObservabilityOctober 2
It depends which stage and how large is the enterprise one is targeting.  1. 30sec pitch/ 3 min pitch deck/ 30 min pitch deck - all are required  2. Kill sheets/ Cheat sheets/ (battle cards as Carrie mentions above) 3. If the customer is at lead stage - they need to know the content of email......Read More
615 Views