Axel Kirstetter

Axel Kirstetter

VP Product Marketing and Sales Enablement, EIS

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Axel Kirstetter
VP Product Marketing and Sales Enablement
Axel Kirstetter
VP Product Marketing and Sales Enablement
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...more
Axel Kirstetter
VP Product Marketing and Sales Enablement
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, wh...more
Axel Kirstetter
VP Product Marketing and Sales Enablement
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
Axel Kirstetter
VP Product Marketing and Sales Enablement
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 ...more
Axel Kirstetter
VP Product Marketing and Sales Enablement
Budget wise, PMM is a straight up expense. Sales enablement on the other hand more of a Sales opportunity cost. THe function sits in Sales and that department needs to decide if it wants more 'feet on the ground' or 'hands in the air'. If ability to make revenue is slowed by complex non-docume...more
Axel Kirstetter
VP Product Marketing and Sales Enablement
Love this question. Here is my 5-stepper 1. Identify your corporate dates. sales offsite, management offsite, product launches etc. are time based anchorpoints. Key decisions get made or updates occur. Execs get together etc. (pro tip: avoid end of quarter) 2. Identify your key business priorit...more
Axel Kirstetter
VP Product Marketing and Sales Enablement
Should Sales not create the Sales Playbook?! This seems to be a case where PMM is doing Sales Ops' job. I understand with smaller companies responsibilities stretch across departments. In this case I would have thought the right answer is to work with Sales on the playbook. If they co-authored it...more
Axel Kirstetter
VP Product Marketing and Sales Enablement
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 ...more
Axel Kirstetter
VP Product Marketing and Sales Enablement
Given that you are resource constrained I would highly recommend you explore using CI software. There are a few out there. Do a little research. For $20k you can be up and running. Team up with Sales to fund it. In PMM you dont always need to own everything. You can have can also impact by facili...more
Credentials & Highlights
VP Product Marketing and Sales Enablement at EIS
Top Product Marketing Mentor List
Product Marketing AMA Contributor
Lives In Rockville, Maryland