Axel Kirstetter

Its OK for the line to be muddy. Make sure you have a good working relation with your sales ops counterpart.  Usually sales ops and enablement are slightly different functions. sales ops has also revenue ops elements in it around contracting and quoting for example. One common metric outright owned by sales enablement is time to productivity. THis comes from good onboarding, based on Sales understanding the market, product, customer, tools, pricing, quotation process, SOW terms etc. Most of that ...Read More

Great question. Context matters. Larger companies have a dedicated sales enablement department. They are subject experts at the process of passing on knowledge to Sales. PMM are experts in the subject at hand. For example in the context of a launch, PMM would define message, positiong, pricing etc. with Sales enablement determining the best method of passing this information on. FOr example via a global townhall, a regional sales training or through managers etc.. Subject to format, content may ...Read More

This question sits better with Sales than product marketing. Also, sales strategy sounds like an oximoron to me. WHo cares how you sell as long as you make revenues (and its legal/ethical). That said, to better plan and align a company needs to decide a few things. Choices to be made: - what is the channel or distribution strategy - what is the Account/Territory plan - what is the targeting/segmentation appproach - how will Sales get compensated  this list can further be expanded with Revenue pl ...Read More

We need to distinguish between what goes into the roadmap [1] and how it is communicated outwards [2]. For [1] establish PMM as a core stakeholder in the product planning process, giving them a regular seat in roadmap discussions. This allows PMM to bring valuable customer insights (VoC, Win/Loss), support data (feature requests, support tickets, and competitive data—and everything around inbound product marketing—before key decisions are made, ensuring features align with market and customer ne ...Read More

Pricing and CI are two separate side of the same coin. Easiest way to win more business is to reduce your price. But that has consequences for revenue. Ultimately one product with different price points is aimed at a different cohort where price sensitivity, functional preferences and quality expectations get re-established. Let me keep with my electric car analogy from another question. Chassis and battery are a given as stakeholder. If now lets say you offer a service whereas you can change yo ...Read More

This is a bit of a tricky one, as in a startup, by definition, you have to do more than just one single thing. And instead of fighting it, I would try to lean into it. It is super interesting to be a person with more responsibilities than in a larger organization with a single responsibility. However, you should be able to understand what you will be judged on at the end of the year Specific goals that you have / specific targets that you're supposed to achieve what you need to do to meet make y ...Read More

1. Many companies have a form of President's Club. Congratulate every single awardee. Ask to join them on the next drive-by with prospects/clients. these are the best reps you company has. there is probably a reason they are good  2. Listen in to tele conversation (be it inside our outisde sales). these are always extremely insightful and eye opening. Succinctly telling your story in 20 seconds is so hard.  3. Get to know the sales ops / rev ops team. they are critical partners in providing you ...Read More

Are you perhaps stretched too thin with multiple/various buyers. Do you need to do a buying persona exercise vs accelerated sales enablement? Sometime Sales Enablement is over thought. Ultimately it is about facilitating/suppporting the selling process. If you are pursuing many varied buyers, what is the lowest common denominator that covers them and work backwards. For instance, can you get away with the same proposal template? Can sellers be trained at the same time? Is there a common use case ...Read More