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Sales Enablement
How do i use multiple customer quotes and case study stats to create a 2 pager sales enablement asset?
Im not sure how i can structure this document, but i have (numbers) on how our product benefited the customer and why they chose us over a competitor and multiple quotes from different customers. What is the best way to tell a story?
8 Answers
Jeff Rezabek
IRONSCALES Director of Product Marketing • February 27
If you're creating a two-pager sales enablement asset, always assume it will be shared externally at some point, so make it so that if it gets in the hands of a prospect, the branding is the same, and the information isn't confidential. Without knowing much about your product or audience, I woul......Read More
828 Views
17 Answers
Abdul Rastagar
GTM Leader | Marketing Author | Career Coach • May 8
This really requires a dedicated effort and should be owned by Product Marketing. Different industries change at different paces – in some cases, a quarterly review process is needed, in other case, it might be less frequent. It really depends. Product Marketing needs to keep a close pulse on cus......Read More
1451 Views
How does sales enablement change when your company is b2d (business to developer) vs traditional enterprise?
What should I do differently? Developers do not want to be sold to.
15 Answers
Brady Gentile
Hedera Hashgraph Product Marketing • July 22
Background: Worked as a Community Manager and Product Marketer for an open source database software company DataStax; we sold a proprietary version of the open source database Apache Cassandra, targeting the developer and administrator personas. Developers are experts at searching for informa......Read More
1627 Views
2 Answers
Courtney Craig
Shopify Senior Team Lead, Product Marketing • December 14
Tell them you want to sit in in order to prepare better sales enablement materials for them for future calls, including objection handling documents, pitch decks, feature one-pagers, pricing calculators, and social proof. Tell them you will take detailed notes on what prospects ask for/care about......Read More
823 Views
6 Answers
Ryan Fleisch
Adobe Head of Product Marketing, Real-Time CDP & Audience Manager • June 24
Two things to consider here: if they are resisting your product messaging, it may be worth asking yourself if it’s the right messaging to being with. Then consider how you’re framing the messaging to the sales teams based on who they are talking with. Let’s look at both of those. To evaluate if......Read More
1412 Views
6 Answers
Gregg Miller
PandaDoc VP of Product Marketing & Brand • May 16
There's a lot of reasons sales playbooks might not get used. When that happens, you need to figure out that reason. Some common reasons are: * It's too detailed or prescriptive: Sales requires a certain degree of improvisation based on customer discovery and what's needed to establish tru......Read More
1280 Views
6 Answers
Emily Ritter
Front VP of Marketing • August 7
Small: tight, thoughtful FAQs. Keep it simple. Prep a concise one-pager that delivers the facts and moves on. Large: think about enablement as a mini bootcamp program rather than a one-and done. Work with managers in advance to get their input on what their teams might need. Do in-person training......Read More
1843 Views
4 Answers
Alissa Lydon
Dovetail Product Marketing Lead • December 3
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
470 Views
6 Answers
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 19
Value selling is a really tool you can have in your arsenal. I would do a few things here if you're focused on having them shift to higher selling things. (1) Articulate Value - what is the customer getting for paying more? What are the benefits they would gain with this? (2) Teach them to ......Read More
1759 Views
6 Answers
Ryan Fleisch
Adobe Head of Product Marketing, Real-Time CDP & Audience Manager • June 24
It should be collaborative and I would somewhat divide and conquer by you setting up the enablement you know will be needed based on your PMM roadmap such as product launches and other new collateral (comp intel, pitch decks, research reports, etc…), and by sales leaders coming to the table with ......Read More
1482 Views