Sales Enablement
2 Answers
Linda Sonne-Harrison
Giant Stride Marketing Group President • October 11
Medium- to large-sized companies typically have a sales enablement team that focuses on this exact problem. In a smaller company, sales enablement often falls on product marketing. In that case, how can you make sales enablement work? 1. Collaborate closely with sales leadership. Make sure tha......Read More
310 Views
How to effectively measure the sales enablement success by product marketers?
How to effectively measure the sales enablement success by product marketers?
2 Answers
Alissa Lydon
LEVEE Head of Marketing • December 2
There are a couple of different ways to approach measuring sales enablement effectiveness. The main question I ask myself is, "Is the sales team confidently delivering the right message to our target audience?" From there, you can determine which metrics are best for measuring sales confidence. S......Read More
295 Views
1 Answer
Linda Sonne-Harrison
Giant Stride Marketing Group President • September 8
Good question! Over my career, I have seen release cycles shrink a lot and fewer and fewer requests for datasheets! My advice: 1. Minimize the number of "sources of truth." If you can get away with just having a web page, do it. If you need printed collateral, what about a piece that explains......Read More
344 Views
Rachel Cheyfitz
Coro Head of Product Marketing and Documentation • May 7
Have regular sync. Make the information they have available to them a priority to you. Let them know that you need to learn from them in order to provide them the services they need - and demonstrate that need regularly and clearly. Make sure to bring new information to them as well whenever poss......Read More
193 Views
Rachel Cheyfitz
Coro Head of Product Marketing and Documentation • November 12
Make as much content and strategy knowledge as self-serve as possible. When asked to do something you can't prioritize, serve up the self-serve suggestion, suggest they create the content they need and deliver it to you for review only - and make sure you and your leaders are prepared to settle f......Read More
484 Views
How do we get Sales more involved pre-launch to better the odds of our launch success?
We have a lot of stakeholders involved during our launch process. Sales is the most important, yet the least involved pre-launch.
7 Answers
Rowan Noronha
Showpad VP Product, Partner & Content Marketing • October 13
Executing a product launch without the full support of sales (pre & post-launch) is akin to going to a gunfight with a switch-blade. Not advisable! Much like a new sales play or campaign, if your front-line sales leaders haven't been brought into the pre-launch process and had their voice hear......Read More
1344 Views
3 Answers
Ryan Fleisch
Adobe Head of Product Marketing, Real-Time CDP & Audience Manager • June 23
Great question – I’d recommend 3 things to ensure you’re getting insights from the field: 1) Create a slack channel devoted to this so people have one place to submit insights from their client meetings (especially competitive insights), 2) conduct at least 1 client meeting ride-along per month. ......Read More
963 Views
3 Answers
Amit Bhojraj
Mux VP of Marketing • April 21
I would tailor the cadence and materials to your audience. You need a general track for all sales reps to highlight the 90-day roadmap updates, highlight key launches and other relevant topics. It would be best if you had a separate technical track for your technical field teams that will go deep......Read More
374 Views
4 Answers
Nikhil Balaraman
Roofstock Senior Director Product Marketing • January 5
* It's going to be hard in the early days becuase you'll have a lot to do, and the partner channel probably is non-existant until ~20m or so in ARR. If you're selling into regulated industries this might vary/be sooner, but your main focus should be on enabling your internal teams. * G......Read More
913 Views
5 Answers
Roopal Shah
Benchling Head (VP) of Global Enablement • May 18
I love Agile practices for this...my teams have always followed a process of Intake prioritization, and constant backlog grooming to feed a roadmap. A roadmap typically is a combination of the absolute must haves (e.g. events like SKO or infratsructure projects like getting an LMS in place or ......Read More
1313 Views