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Sales Enablement
6 Answers
Jeff Beckham
Gem Head of Marketing • December 18
This is a fun question because I’ve seen this vary so broadly across the places I’ve worked. Step one is to make sure product marketing gets invited :) At Mixpanel, all of the go-to-market teams go to SKO, and it has really helped to create a sense of shared purpose across sales, marketing and cu......Read More
1611 Views
2 Answers
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
456 Views
11 Answers
Ah, this sounds like a fun prioritization exercise! If sales enablement was just kicking off, I'm assuming that generally marketing and PMM functions are relatively new as well. There's probably a lot of marketing and enablement debt that you're working through right now. I would be really di......Read More
1618 Views
7 Answers
Check out my reply here, in a previous question. Building on my previous response, I do think about this in those two phases: At launch and post-launch. At Launch At launch, you need your teams to be ready and aligned to the GTM strategy. If a rep cannot effectively pitch, demo, solution......Read More
1390 Views
4 Answers
Vanessa Thompson
Twilio Vice President Marketing • October 28
The best tool you can ever have is a great relationship with your sales leaders and super star sellers. Building empathy and truly understanding their challenges is critical to your success. We use Highspot as our knowledge base and document repository. It works well for us and each product PMM ......Read More
1903 Views
3 Answers
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 13
I always like to go back to basics and follow the same principals that we as PMM's follow when it comes to positioning to our customers. What is the customers pain point? What use cases are they trying to solve for? How can our products/solutions help them achieve their key business objectives? I......Read More
2068 Views
7 Answers
Vanessa Thompson
Twilio Vice President Marketing • October 28
Prioritization is always tough. Every stakeholder has a different perspective on what they are looking to achieve. The ultimate goal of sales enablement is to make sure the sales team is equipped to sell and i’d also add they should focus on “selling what is on the truck.” To share a bit more of......Read More
1186 Views
How do you assess which sales enablement materials are the most effective?
As B2B product marketers we want to be able to identify which sales enablement assets (i.e. one pagers, pitch decks, etc) are the most impactful to guide future resoure investment decisions but oftentimes tracking of these materials can be challenging since it frequently requires manual tracking on the part of the sales team.
7 Answers
Harsha Kalapala
AlertMedia Vice President Product Marketing • November 2
There is no single golden arrow. Every piece of material has its role in the process. I look at effectiveness from two perspectives. One - did the salesperson use it? Two - did the prospect use it? Fortunately, there are tools for this today. You should be using a tool like Seismic, Highspot, or ......Read More
583 Views
4 Answers
Linda Sonne-Harrison
Giant Stride Marketing Group President • October 12
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
331 Views
7 Answers
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 19
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
1627 Views