Sharebird
Sign Up / Sign In

Where does sales enablement end and sales strategy begin?

Answer
4 Answers
Sales Adoption Sales Enablement Stakeholder Management
  1. Axel Kirstetter
    Axel Kirstetter

    Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y

    This question sits better with Sales than product marketing. Also, sales strategy sounds like an oximoron to me. WHo cares how you sell as long as you make revenues (and its legal/ethical). That said, to better plan and align a company needs to decide a few things. Choices to be made: - what is the channel or distribution strategy - what is the Account/Territory plan - what is the targeting/segmentation appproach - how will Sales get compensated  this list can further be expanded with Revenue pl ...Read More

    1,741 Views
  2. April Rassa
    April Rassa

    Celigo Vice President Product Marketing | Formerly HackerOne, Cohere, Box, Google, Adobe • 4y

    Sales enablement is about people and technology, and strategically aligning them both behind a common goal: sales successes. It helps organizations streamline sales cycles by improving buyer interactions with better, more relevant sales content and equipping sales teams with the tools they need to be more informed and productive sellers. When executed properly, sales enablement has a measured impact on time spent selling, win rates, and deal size.  But before we can enable sales on how best to a ...Read More

    398 Views
  3. Molly Friederich
    Molly Friederich

    Sanity.io Director of Product Marketing | Formerly Twilio, SendGrid • 4y

    This is a big question, but my simple answer is they're part of an ongoing, mutually-informing cycle. As PMMs we need to inform sales strategy in terms of ICP, personas, motivations, positioning, competitive insights, etc—all the fundamentals. This work only matters if we're able to deeply enable the team by bringing those insights to life and reinforcing them regularly, and then gathering feedback to inform fine-tuning. 

    551 Views
  4. Hien Phan
    Hien Phan

    TigerData Head of Marketing • 7y

    As someone who does both, sales strategy is deciding the top level messaging, the actual market and persona that you're tackling, and the overall approach. Sales enablement is translating your positioning into actual assets like slides, one-pagers, and talking points as well as when to use said assets in the sales process. 

    601 Views

Upcoming Event

Improving Product Marketing Skills

Improving Product Marketing Skills

UiPath

Start in …

Register

Related Ask Me Anything Sessions

Claire Peracchio

Snowflake Product Marketing Lead, Claire Peracchio on Sales Enablement

June 23 @ 10:00AM PT

Register
Sean Lauer

AUGMENTT VP of Marketing, Sean Lauer on Sales Enablement

May 13 @ 10:00AM PT

View Answers
Sarah Khogyani Wolf

Anthropic Startup Marketing Lead, Sarah Khogyani Wolf on Stakeholder Management

April 30 @ 9:00AM PT

View Answers
See All Upcoming AMA's

Top Product Marketing Mentors