The essentials - and SDR deck, a first call deck, a standard intro demo,
competitive intel and customer stories. Outside of those standards, our sales
team really values our customer facing roadmap. And outside of standard 'big
logo' customers testimonials - the more specfic industry / segmented
Sales should absolutely have a seat at the table. It might take awhile to
cultivate this relationship, and it will need to start at the foundational level
(ie. not - please review this content we've created). Start setting up time to
meet with different leaders and sales folks outside of launch p...more
I think if messaging is done right, the incentive lies in buyer comprehension
and ultimately more closed opportunites.
Great messaging means understanding the buyer and their pain points and being
able to speak to those pain points with the value propositions of your product.
This type of value ...more
The best demo's i've seen in my experience we're not super scripted but rather
were adapted to the buyer/prospects needs. In an ideal scenario the discover and
first calls have helped set the stage well ahead of a rep jumping into a demo.
This means a rep has the information required to start on ...more
A few things we've evolved over the years as we've trained sales teams for
launches. Rather than leaning on broad sales trainings that include the entire
sales org, we've tried smaller trainings for specific regions or teams that are
tailored specifically to what is most important to them.
Where I've found the most valuable bi-lateral relationships within the Sales org
(outside of sales leadership) has been with teams that have access to data that
can help my team inform where we can lean in more to help sales.
These are sales ops type teams that have an eye on the sales funnel, an...more
In my experience the shift from Product selling to Platform selling has meant
that we've had to update the buyer personas we sell too, or at least expand
them. It has meant we're no longer selling to a single buyer, but rather a
buying committee - so sales has to be equipped with knowing who the ...more
I often see marketing spending a lot of time understanding the customer - doing
customer research, and interviews, but completely bypassing understanding sales
and their interaction with customers.
Sitting in, and/or listening to recorded calls can really help inform - not only
if your messagin...more
This is a great question. A sales enablement roadmap is very much like a product
roadmap. There are many different inputs into what we prioritize over time, and
how that gets decided - and although there will always be a push towards highest
impact projects, the reality is those can often be labo...more
I've seen this handled differently across different organizations, and I'm not
sure there is one single correct way. Currently, at Intercom, our Support
organizatoin owns our help-articles, and our knowledge base and we have a
Marketing team focused on customer education, that can bridge the supp...more