I have a couple of weekly touchpoints with my sales team. We hold a weekly
pipeline review where all of marketing and sales leadership sit together and
review the state of our pipeline and try to get ahead of any major problems
before it’s too late. This is typically a sales-driven meeting, but i...more
This one ties back up to the question about good sales partnerships. :) I think
the best way to create successful scripts is to do so in partnership with your
pre-sales team. They have more knowledge of what is going on in a buyer’s head
during each stage of your sales process.
Hopefully, this m...more
This is a great question. If you are referring to a strapped product marketing
team, I think dedicated resources for areas like partner enablement and
competitive intelligence are a pretty big luxury.
If you have the ability to hire someone specific for partner or channel
strategy, then go for t...more
When it comes to PMM core duties, typically who are the best partners in the
sales org, who has the knowledge and the customer touch points to really help
I imagine this is specific to each organization, but for me it’s all about
identifying your power players within sales and customer...more
That really depends on the focus of the event. In my experience, product
marketing and sales enablement typically run about a 50/50 split on content
sharing. The last few days of our kick-off are often deep in sales training or
process updates which typically don’t involve product marketing.
This is a topic I am super passionate about at the moment. We are going through
a lot of this with my current team. It can be so easy to find yourself launching
and communicating to your customer in the way your product team is organized
instead of how that customer experiences your products. Als...more
I do think this is highly dependent on the type of product you are taking to
market, but here are some go-tos I use.
1. Keep it simple: Make sure you focus any training decks in the simplest, most
customer centric language. It’s often easy to use technical terminology
and/or internal ac...more
This feels like the ultimate question for this topic!! Balancing strategic vs.
reactional requests coming out of sales is a tough dance. I typically stay away
from promising things like a one-sheet or any request that is so specific it
will not scale or have a long shelf life. My approach is to t...more