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Head of Product Marketing, Jira Align at Atlassian
This is where the partnership with the sales enablement team is valuable. If you don’t have a sales enablement counterpart, then I suggest the PMM team to think in terms of the Knowledge - Skills - Behavior framework. Here’s how this works: * Knowledge: what do sales reps need to know in order ...more
Director of Product Management, Speech AI at Cisco
Sales enablement requires buy-in from the top sales and marketing leadership. It must have a strategic view of the business -  1. segments  2. regions  3. business and technical sellers  4. partners  5. programs by product  6. Communications  7. Calendar of things that come aligned to the ...more
Sr. Director, Product Marketing at HubSpot
Easy: approach the effort strategically.  Be clear on the why, what, and how.  1. Start with the goals.  2. Get clear on the jobs to be done.  3. Ladder the tactics up to those.  4. Make sure the corresponding metrics/KPIs of 2 and 3 ladder up to 1 5. Communicate your sales enablement a...more
Head of Product Marketing, Southeast Asia at TikTok
Its important that any activation you do is aligned with sales on goal to either drive revenue or grow product adoption (usually because there is evidence it works better for clients). In general if we do sales enablement there are 3 buckets to consider. Being tactical can also be part of buildin...more
VP - Product Marketing, Content Marketing, Pricing at Datasite
Great question! Firstly I question the assertion here. there is NOTHING wrong with a tactical list of activties. Sales enablement owns time-to-productivity. If that means doing a preset task list, that is not necessarily a bad thing. In terms of swimming more upstream I would suggest getting more...more
Head of Product Marketing, Real-Time CDP & Audience Manager at Adobe
Great question – let’s tackle it from two angles: the strategic approach and then the content within it. 1) Strategic Approach: For this side of the equation, let’s all pretend we are the sellers for a second, and that the actual account executives are our clients. If we want to “sell” them our...more