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 st...more
How do you draw the line between sales enablement that product marketing is responsible for vs. sales ops?
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/...more
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?
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...more
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?
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 ...more
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...more
A couple of factors come to mind here. In general, consider what stage of the product lifecycle a particular product is in. That is usually a key factor that will inform the volume of sales enablement support you provide. Another factor to take into account is which product have largest busines...more
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...more
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 ...more
How do you plan out what sales enablement content you'll make any one quarter? How much of this is driven by sales versus product marketing?
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...more
Fintech is a world of ever evolving nomenclature - i feel like there is new jargon every day. How do you ensure that your reps are all singing the same tune?
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...more