Jessica Scrimale

This is tough, but you can prevent foundational PMM assets from going stale by having (1) defined processes (e.g., establishing which components of your market intelligen...

I've seen this done a number of different ways. Typically we have dedicated time with the field to train them on the positioning. You can get buy-in from the head of sale...

Sales is most likely to use an asset that product marketing creates if they influence the asset as it comes together. I like to create a working team with a cross-section...

Ooh, this is a fun one and a big one! This is solution selling, and it starts by understanding buyer needs and pain points. Uncover the pain points your buyers are facing...

This is all about relationships, credibility/expertise, and your ability to help sellers. Once you can demonstrate that you can help them by bringing your perspective to ...

The most successful internal launches are often big ones (i.e., rolling out a new product or sales methodology such as solution selling), and in my experience, they inclu...

Internal sales surveys or qualitative feedback (e.g., 'what decks do you use when pitching?' 'what assets are most helpful?') can work. If you have an internal sales wiki...

Find a few successful, well-respected sales reps and cultivate strong relationships with them. Get their input on what you're working on, ask for advice on how (and with ...