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How much deal support should product marketers provide to sales reps?

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3 Answers
Sales Content Sales Enablement
  1. Bruce Randall
    Bruce Randall

    Former Head of Product Marketing at ServiceNow and Atlassian | Formerly ServiceNow, Atlassian, SAP, HP • 11mo

    I think product marketers are most effective when they can create scaled content and activities for the most people.

    At the same time, it's also really important for product marketers to get in front of customers, if for no other reason than to test how their messages are landing. I do think that activity is important, but I'd say it's probably like 10 to 15 percent of your time, whereas the majority of your time needs to be spent creating scaled content for broader groups of people.

    7,058 Views
  2. Indy Sen
    Indy Sen

    Canva GTM Advisor/Fractional Leader/Author | Formerly Google, Salesforce, Box, Mulesoft, WeWork, Matterport, Canva • 1y

    This is a great question, and also a good one to answer early, as its sets the tone for what the relationship between PMM and Sales will be over the next months, quarters, if not years to come for teams and organizations of any size. IMO, PMM should absolutely be on the hook to support sales with all the self-serve materials (e.g. decks, battlecards) and resources (e.g. case studies, landing pages) needed to help navigate the early stages any every deal (lead -> opportunity) that can technica ...Read More

    1,881 Views
  3. LeTisha Shaw
    LeTisha Shaw

    UserTesting Marketing & GTM Leadership | Formerly UserTesting, Evernote, Disney, Merck • 1y

    The amount of deal support product marketers provide varies depending on their role within the organization. The level of involvement depends on company priorities, with the goal being to equip sales with the necessary insights and expertise. Some lean toward product-focused tasks, while others provide more sales and deal support. In the latter case, product marketers may join sales calls to present product demos, address questions about the product roadmap, or explain how a feature can solve th ...Read More

    912 Views

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