Sales Kickoff

In addition to my answer about post-kickoff activities, I think it really boils down to finding your sales evangelists and go from there. It's understanding your sales pe...

First, be sure that you know the company strategy and sales goals, and actively partner with the folks setting those. They should be part of creating or validating the me...

One idea (I can't take credit for it) that we've implemented was sales confidence as a product marketing KPI. It can be a leading indicator to a change in win rate (if yo...

Sales performance data can suggest a few things:At the product level, which ones are not meeting targets or are taking LONGER than expected to close? This could, for exam...

The "one and done" model for kickoff does not work, so it's a great question. What happens AFTER kickoff is equally, if not more, important than sessions at kickoff.Follo...

I think its fair to assume that initial product feedback may sometimes be mixed. so It is important to capture as much of it as early as possible. At Amplitude we use a v...

Sellers are coin operated by nature. They have to deliver $$$ to the business to be successful. I'm hesitant to say you want to change their behavior. I think a better wa...

Don't lead with the product vision. Lead with the customer vision:where the market is goingwhat buyers are struggling withwhat competitors are doingwhere we're winning an...

I love your use of "continuously" here, I think that's the key. Here are some things that have worked for my teams:Weekly sales leadership check-ins to get raw, unfiltere...

We are heavily involved in the Sales Kick off so that's where we focused our time and energy. At Twilio, we break out Sales Kick off from the main Company Kick off so I m...

This is the job of sales plays. Sales plays in their simpleist form should be repeatable conversations and deal programs that lead to successful customer ROI and company ...

Slight nuance here but I don't think sales teams feel motivated and inspired by "product updates." In my career, I've seen many PMM teams that push product updates to sal...

This is a tricky one. There are tangible and intangible metrics for every SKO. And to honest, depending on the stage of your company, leadership disposition, and company ...

There's a lot of ways to do this but the one you MUST do is win loss interviews. Focus group testing and stage presentations do not validate you have a differentiated val...

Yes, at VMware this is called Sales Kickoff. It usually consists of sales, technical pre-sales, professsional services and customer success gathering for a few days to di...