Joe Goldberg

Do not over-rotate to very precise sales plays (if you hear x, do y) for the field. Focus more on teaching reps how to do good discovery and then adjust the play/message/...

In a typical enterprise SaaS startup, new features come fast and furious so scale is key for building content around them. Start with internal enablement (slides) on tier...

When building it, of course lean heavily on sales feedback, including how the best sellers pitch. Ask to see any custom decks they use.Do not forget the goal of FM deck i...

It is not either/or. It is both. If “Product Led Growth” is using the product so a customer can self-evaluate, buy, implement, expand/renew, that is clearly a good thing ...

One is too much focus on high-level messaging/positioning.While messaging and positioning are key, do not overthink the messaging/positioning. Should be simple. Who is th...

Absolutely lean on recruiting/HR as your partner as they’re extremely helpful. But my big tip is you also need to co-own this hiring process and personally plan to spend ...

I have seen this where an inferior company copies you and plays unethical. They copy your web site messaging, they have similar-sounding case studies, they have fake/good...

When selling a technical enterprise software product, what is the best advice you have for a product marketer? This seems obvious, but master the product! Become an SME, ...

Not backing up their roadmap thoughts with industry info or customer'/prospect data...instead just relying on "gut feel". Also not knowing when to back off and let things...

Keep it short :) Start with TL;DR, then flush out the key info and link to other docs with detail. Also, I have found it rare as of late to email the field....Slack is wh...