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

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 the customer’s business problem.

The level of deal support can also change over time as an organization grows and there are either more or less product marketers available for individual deal support on an ongoing basis. Listening to sales calls to uncover themes and leveraging enablement can be really effective ways to scale deal support when product marketing resources are stretched.