John Heywood

While it's true that product launch velocity and Sales adoption/knowledge/fluency can at times feel at odds with one another, it doesn't have to be this way. Yes, Sales ...

My advice here is to start with horizontal product functionality, as well as messaging/positioning that is similar across verticals. Use this a foundation upon which you ...

As I wrote in a different answer, Revenue and Sales Enablement can be a double edged sword. On one hand, Enablement is a critically important and effective channel to sca...

It's hard to identify a single thing that will solve your Sales team's needs, but if I must pick, I'll go with Case Studies -- or other Customer Marketing/Customer Advoca...

I've been fortunate in that I haven't found myself in a situation where GTM teams are taking credit for my work, though I can imagine that if that's happening, it could b...

Great question - and one that I think about daily!While I engage each team a bit differently, I still think of Sales and Sales Engineering (or Solutions Consultants) as p...

The answer to this question in some ways depends on what your goals are. Are you looking to:Solicit participation in a Beta or Early Access Program?Are you trying to recr...

While I'm not a Sales Enablement professional, I've been fortunate to have opportunities to move laterally in my career. I started in Sales (Account Management), then mov...

I would not frame this as "either/or," as you'll be best served by engaging both Sales Leadership and subsets of your sales org. Ultimately, how and when you engage each ...

This depends on what it is you have to say, who you are saying it to, and how easy (or complex) you expect it will be for your audience to understand and put the informat...