Sharebird
Sign Up / Sign In

What techniques do you use to train and enable sales teams on new enterprise product launches?

Answer
3 Answers
Enterprise Product Marketing
  1. Katie Duzan (O'Brien)
    Katie Duzan (O'Brien)

    Veeva Systems VP of Product Marketing • 5mo

    Techniques vary depending on the scale of launch and product vs feature, the number of sales teams/people, and your overall business model. But, generally: Know your audience -- how will sales make money from this new launch? Help them follow the money and what they care about. Keep it simple -- as a former Head of Sales used to say, training should be "crayon simple." Don't cover all the great features. What are the most important things they need to know? Net it out the takeaway and tell them ...Read More

    1,695 Views
  2. Nikhil Balaraman
    Nikhil Balaraman

    Pomerium Head of Marketing | Formerly Roofstock, Instacart, Uber, Algolia, Google • 1mo

    Look, sales is always going to do what it wants to do. That doesn’t mean don’t give them new slides, trainings, enablement, etc for new launches. But instead of focusing on the feature/capability, focus on what it solves for the customer. Give them a story that starts with “here’s how X feature solves Y problem”. The more you can train them on the story, the easier it is for them to communicate that clearly and consistently across all their sales calls – and to existing customers.

    363 Views
  3. Kuber Sharma
    Kuber Sharma

    UiPath Sr. Director of Product Marketing | Formerly Salesforce, Tableau, Microsoft • 1mo

    Katie's advice on keeping it crayon simple is one I've had to learn the hard way. The first enterprise launch I ran at Microsoft, I built a 60-slide enablement deck that covered every capability, every use case, and every competitive scenario. The sales team ignored it. Not because it wasn't thorough. Because it wasn't designed for how salespeople actually prepare for a call. The shift that changed my approach was moving from comprehensive reference to just in time. A 60-slide deck nobody reads ...Read More

    161 Views

Upcoming Event

Improving Product Marketing Skills

Improving Product Marketing Skills

Start in …

Register

Related Ask Me Anything Sessions

Shar Patel

ServiceNow Senior Director, Platform and AI Product Marketing, Shar Patel on Enterprise Product Marketing

June 30 @ 10:00AM PT

Register
Olesia Klevchuk

Barracuda Networks Product Marketing Director, Olesia Klevchuk on Enterprise Product Marketing

June 2 @ 9:00AM PT

View Answers
Marina Ben-Zvi

Atlassian Product Marketing, Marina Ben-Zvi on Enterprise Product Marketing

May 14 @ 10:00AM PT

View Answers
See All Upcoming AMA's

Top Product Marketing Mentors