First and foremost it is critical to make sure that Sales has plenty of visibility into what product is building, timelines around availability, and how PMM plans to take it to market (what tier/priority is the launch).
For any Tier 1 or Tier 2 launch, PMM should align with Sales Enablement on
- What is being built
- Why it's being built now
- Who is the audience (existing customers/prospects)
- What is the persona
- How does this compare to competition
- Value pillars for customers
From there, Sales Enablement works with PMM to determine what the best ways to enable the Sales teams. Some tactics include:
- Live trainings that cover positioning, messaging, competitive landscape, demo, pricing, etc
- Recorded training + testing with tools like Workramp
- Techinical training for Support or Technical sales reps - usually in partership with Product
- Assets: Pitch slides, customer testimonials, business claims, one-pagers, feature comprison sheets, etc
Regardless of the tactics used, the key to success is aligning with Sales (either via sales leaders or the sales enablement team) on the what, why, who, and how - to build a successful enablement plan together.