Sales Metrics
Lemon.io Head of Growth Product Marketing | Formerly LottieFiles, WeLoveNoCode (made $3.6M ARR), Abstract, Flawless App (sold) • 3y
Measuring the success of sales enablement comes to having clearly defined metrics that PMM can influence. There are a few key metrics you can use to measure the success o...
572 Views
Ironclad VP of Product Marketing • 11mo
PMM should absolutely own the narrative around the roadmap: what’s coming, why it matters, and how it connects to buyer/customer pain.
But that narrative is crafted in pa...
5648 Views
The Remarketables GTM Advisor/Fractional Leader/Author | Formerly Google, Salesforce, Box, Mulesoft, WeWork, Matterport, Canva • 11mo
Good question, and the last one I'll be able to answer today. The way I think about sales enablement across PLG vs sales-led motions is to not forget the spirit of what y...
1107 Views
Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
Measuring the success of your enablement program involves:Sales Performance: Revenue growth, win rates.Adoption: Adoption rate, usage data.Training: Certification complet...
684 Views
Okta Senior Manager, Product Marketing & Analyst Relations • 11mo
Content for Effective Monthly Sales UpdatesContent I recommend including in effective monthly sales updates includes:Win stories: Detail customer challenges, key solution...
13877 Views
Orkes Head of Marketing • 5y
@Elisabeth Beemer 1 meeting every 2 weeks. This cadence generally fits well with a reasonable sized sales org.
2220 Views
How to track sales collateral usage, asking for advice and feedback
I’m looking at developing my own google docs addon to track and analyze docs (sales enablement) usage. I’ve looked into tools like Highspot, Klue etc.. but these are tough times to get budget for this sort of tooling. Which are the must-haves for you when it comes to track usage? what questions are you trying to answer?
GTM & Marketing Leadership | Formerly Merck, Disney, Evernote, UserTesting • 1y
Before tracking sales collateral usage, it’s important to know what you're tracking and why. This ensures you invest in the right solution. I personally find tools like H...
1824 Views
Intuit Principal Product Marketing Manager | Formerly Zoom, Atlassian, LinkedIn, Intuit + CPG • 1y
To effectively measure sales enablement success, product marketers should integrate both qualitative and quantitative methods:Alignment and KPIs: Establish shared objecti...
840 Views
Atlassian Head of Product Marketing, Developer Solutions + Portfolio Growth • 2y
Love this question. This will differ at every org, but for me the gold standard is win/loss ratio and booked revenue associated with a sales play, along with qualitative/...
15882 Views
Freshworks Vice President - Global Product Marketing | Formerly Klaviyo, Qualtrics, Microsoft, MckInsey • 2y
General best Practices surrounding enablement of any product launch, irrespective of Small, Medium, Large. The large launches get all of these and hte most attention. Sma...
735 Views
fmr VP of Marketing, Qualia | Formerly Worldpay, Coupa Software, EMC/VMware, McKinsey • 5y
Sales enablement success should ultimately drive sales success, including the size & number of deals closed won and win rates. Leading sales enablement indicators of ...
1389 Views
Shopify Head of Retail Product Marketing | Formerly GoDaddy, ClearVoice, AppBuddy, Scripps • 2y
Survey your sales reps quarterly or biannually on the effectiveness of the sales enablement materials/programsListen to sales calls to hear how prospects are reacting to ...
675 Views
SurveyMonkey Senior Director, Head of Corporate Marketing | Formerly SurveyMonkey, Nielsen • 2y
Ohhhh man, I've been here! I cringe thinking back to when I would help sales reps customize individual sales decks. Never again!I started to break free of this first by o...
1342 Views
Eventbrite Global Head of Marketplace Marketing • 2y
Measuring sales enablement effectiveness requires a combination of business metrics and internal metrics. Ultimately, you need to ensure that enablement is making an impa...
944 Views
Enable VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y
In the context of marketing and sales, TOFU (Top of Funnel), MOFU (Middle of Funnel), and BOFU (Bottom of Funnel) assets refer to content pieces that target different sta...
1581 Views
Atlassian Head of Product Marketing, Developer Solutions + Portfolio Growth • 2y
For me, the gold standard is whether an associated sales play is helping improve win/loss ratio, deal cycle times, and booked revenue, along with qualitative/sentiment da...
2655 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.
WalkMe Senior Vice President, Product Marketing | Formerly Clari, Observe.AI, Vendavo, Amdocs • 3y
It's a great idea to get sales involved pre-launch. A really great idea!
Here are some thoughts on how to do that:
1/ Find the innovative sellers on your team and give t...
1935 Views
How do you measure the contribution of Product Marketing to the growth result?
Oftentimes, PMM does not directly execute the campaign but rather provides a foundation or collaterals for sales and marketing to use. How do we calculate our percentage of contribution to the final results?
BILL Senior Lead Product Manager • 4y
Product Marketing plays a critical role in launching products, but it is harder to measure. This question can come up frequently in performance reviews and setting OKRs f...
19427 Views
How do you measure the effectiveness of your sales content?
I'm struggling to determine whether my sales reps are actually using content, and if its helping them win deals.
Business Development • 3y
PMMs we work with are starting to use Loxo to get website-style analytics (like hotjar) on their marketing content. They know what's getting attention, what the best reps...
174 Views
Klue Senior Director of Product Marketing • 4y
Sales win rate, more specifically competitive win rateMake sure that you're reps are populating a "primary competitor" field in your CRM so you can track this effectivel...
4249 Views
What's the most reliable way to measure performance of intangible sales enablement (such as training, objection handling, trap setting)?
For instance, it's easy to jerry-rig performance to a one-sheeter that was sent in the course of a deal, but I'm having trouble finding ways to measure performance for intangible efforts that improve sales performance but isn't easily attributable to revenue.
JFrog SVP Product Marketing | Formerly Twilio, Cisco, Intuit • 5y
Not everything we do is measurable and this is especially true for PMMs.
Unless there is a compelling reason to measure every aspect of sales enablement, I would not su...
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2 Views
GitLab Chief Product and Marketing Officer • 8y
First the failure mode (for contrast):
PMM does a kick ass job with product decks and slicks. There is a training session where some people seem to be paying attention, b...
15336 Views
Sanity.io Director of Product Marketing | Formerly Twilio, SendGrid • 4y
This is tough to measure quantitatively without tooling in place to track how often collateral is used, so if that's an option for you, start there. Then be curious about...
354 Views
Davidson College Director, The Jay Hurt Hub for Innovation and Entrepreneurship • 8y
The most important KPI is closed won business. If your sales team knows to whom, how, what and at what time to sell (e.g. when to walk away), you've done your job.
Othe...
1259 Views
fmr VP of Marketing, Qualia | Formerly Worldpay, Coupa Software, EMC/VMware, McKinsey • 5y
Great competitive analysis comes from access to the right information, meaningful insights into the data, and addressing the needs of sales in real-time.
From an inform...
848 Views
Adobe Head of Product Marketing, Real-Time CDP & Audience Manager • 6y
Exciting! Build a three-prong strategy around how you’re going to directly promote it, how you’re going to get the industry to promote it, and how you’re going to get you...
2311 Views
WalkMe Director, Solutions Marketing & Competitive Intelligence • 8y
I recommend a weekly cadence of reaching out to prospects that have completed deal cycles in the prior week. It's okay to skip a week if priorities or holidays intervene....
1013 Views