Justin Graci

Here are some of the top sections I'd include: Positioning / value prop ICP (with good-fit indicators) Buyer personas Use cases Competitive landscape (with supporting co...

My answer would change depending on what we're talking about (B2b Marketing program vs Sales enablement program). For a sales enablement program: Pitch Deck Product use ...

This is probably pretty standard for most companies, but these sales materials have been the most used: One pagers / data sheets (product overviews, use cases, etc.) Pit...

Here are a few tips for ensuring your sales team leverages the content you create: Make sure the content can easily be found. Have a central, go-to place that reps can ...

Great question. I suggest all marketers to collaborate with their sales team. At my previous company, marketers were required to shadow a certain number of sales calls pe...

This is always a difficult one. Sometimes it can be easier to solve with technology, while other times it's a bit more difficult to track/measure. With technology: You ...

This depends on how your organization is structured and what responsibities you define for Product Marketing. Sometimes product marketing plays a big role in enablement, ...

Great question. When it comes to measuring objection handling: Leverage a conversation intelligence tool such as Gong, where you can report on keywords within sales cal...

Identify use cases where both products come together to compliment one another or build a better solution together. Another way to approach it is by identifying products ...

Our product marketing team meets with the sales team fairly regularly. We have a few formats: Monthly 'sales feedback panel' meeting Monthly marketing/sales showcase tow...