Charles Tsang

Head of Marketing, Pinwheel

Content

How do you draw the line between sales enablement that product marketing is responsible for vs. sales ops?

Charles Tsang

Pinwheel Head of Marketing • February 10

This is likely something that can differ a bit depending on company and organization, but in general: * Sales Ops functions are focused on strategies, systems, and processes related to stuff like sales forecasting, quota assignment, sales comp design, sales coverage, and administration/......Read More

2452 Views

How do you measure the success of sales enablement?

Charles Tsang

Pinwheel Head of Marketing • February 11

This is a bit of an oversimplification, but I boil down measuring sales enablement success into three categories: * Usage: This would be the volume of assets developed as well as ways to measure how often they’re utilized. For example, maybe you post your sales collateral to a sales team ......Read More

1658 Views

I've heard mixed opinions on sharing customer personas with Sales. Some say it's useless information that Sales tends to ignore. Have you found that Sales appreciates customers personas? What's your approach there?

Charles Tsang

Pinwheel Head of Marketing • February 11

* The answer depends a bit on the situation. Here are two scenarios/examples. * Scenario 1: Sometimes sales has a ton of institutional knowledge around their target customers. This might be because of the history they’ve had around this sales motion/target audience and how long ......Read More

1022 Views

Some of the best marketing ideas for content come from the sales team. Can you talk me through how you engage with Sales for input during the content creation journey?

Charles Tsang

Pinwheel Head of Marketing • February 11

In one of the earlier questions I was asked about how often I meet with the sales team. In general I meet with them at a minimum once a week, but most of the time several times a week. What I like to do during these sessions is to: * Begin to understand their needs and where they need the ......Read More

993 Views

I'm new to Sales Enablement and I'm curious how heavy-handed my approach should be. How much input does Sales expect from me, and what are some things that the sales team should be doing on their own?

Charles Tsang

Pinwheel Head of Marketing • February 11

It's difficult to paint a broad brush stroke answer on this, but as a general rule of thumb: * Meet with Sales to understand their expectations and where they need the most help. It all starts with a conversation to understand gaps/opportunities. * In most cases, Sales will look to Produc......Read More

903 Views

How do you ensure that your reps are all singing the same tune when the jargon in your industry is constantly changing?

Charles Tsang

Pinwheel Head of Marketing • February 11

Fintech is definitely a dynamic and ever evolving space – which makes it super exciting! What’s interesting about Visa’s role here is that we sit at the center as a network and have exposure to and partner with fintechs of various shapes and sizes. So speaking a common language is less of an issu......Read More

878 Views

Where would you start if Sales Enablement was new for a company?

Charles Tsang

Pinwheel Head of Marketing • February 10

A lot I could go into here, but I'd oversimplify the steps into a few areas: 1. Sales strategy and sales model: Start with understanding how this works at your company. How is sales structured - e.g., is it all direct sales, or a mix of direct and indirect? What is the sales coverage s......Read More

626 Views

How often do you meet with the sales team?

Charles Tsang

Pinwheel Head of Marketing • February 11

For me personally I meet with the sales team at a minimum on a weekly basis. This is usually time well spent as I get visibility into the deals they are working and where there may or may not be roadblocks. It also gives me an opportunity to discuss content, enablement, and GTM plans with the tea......Read More

569 Views

What are your biggest challenges in enabling global sales teams, and how do you overcome them?

Charles Tsang

Pinwheel Head of Marketing • February 11

This is particularly relevant to Visa given our global nature and the 200+ countries we operate in. The biggest challenge I encounter is how unique each country / market is, and by extension how that influences the customer mindset and how sales should engage with them. That said, although diffe......Read More

545 Views

How do you plan out what sales enablement content you'll make in any one quarter? How much of this is driven by sales versus product marketing?

Charles Tsang

Pinwheel Head of Marketing • February 11

In my experience it’s a healthy mix. A few key factors (not exhaustive) can should influence the type (and volume) of sales enablement content you deliver in a quarter: * Stage of product lifecycle: How mature is the product and where is it in its lifecycle? This usually will dictate the vol......Read More