I specialize in helping technology companies "cross the chasm" between present and future through taking an integrated approach to product success, product launch, business development, and delight...more
I really like what Mary, Ross and Josh have to say - great insights What's the product's objective? With the current plans will the business objectives and goals be met? I'm asuming you are coming from the angle that the business objectives will not be met. Building a business case around ...more
I believe as a PMM you should have an awesome read on the business. As a PMM you should have responsbility of the product and/or product portfolio - this will give you insight into comms, creative, demand gen, sales enablement and other functions in the organization. This clarity or control can b...more
What kind of visibility do you have in regards to what pieces of content your reps use most often or which pieces are actually closing deals?
It depends which stage and how large is the enterprise one is targeting. 1. 30sec pitch/ 3 min pitch deck/ 30 min pitch deck - all are required 2. Kill sheets/ Cheat sheets/ (battle cards as Carrie mentions above) 3. If the customer is at lead stage - they need to know the content of email...more
For those of you in more complex sales targeting larger companies, what are the go-to pieces of content/collateral that you encourage sales to send? More specifically, what do you like to send to help a user convince their economic decision maker?
I agree with Mike above. Complex enterprise sales is about relationships and solution selling. There are multiple stages of selling and it should be part of your challenger solution selling course. These stages need collateral, marketing assets that excite, educate and enable the customer/user at...more
Hello, Its important to understand your sales cycle from Leads, Discovery, Demo, Negotiations, Close to Customer Success - what in the cyle is causing your deal velocity to slow down and why. Are there more elements of Education required? Are you spelling the functional value of the produ...more
Credentials & Highlights
Senior Director Product Marketing at CrowdStrike
Lives In Los Altos, California