Marie Francis

I agree with James that it is best to go third pary, but I have seen data and heard from customers that while they will discount the validity of any materials coming from...

Have a true desire to partner, and explictly tell them that's what you want to do. Tell them what you are working on and why. Show them how they can be involved. Be spe...

The end game is for customers to choose your solutions and brand over the competition, so the most meaningful KPI is your win rate against against different competitors w...

Hiring! My big challenge right now, to quote our head of sales, is that there's not enough of me to go around. That's not meant to be self-congratulatory--when the need f...

Revenue, revenue, and revenue. Assuming the product is launched to generate revenue. Not all are. Some products are launched to test ideas, some might exist simply to c...

While I agree with Mary's answer ("data") and the other great points that have been added here, I would caution against taking the exact same approach you would to influe...

Agree with Steve (Hi, Steve! 👋) and would like to add that there should be a push-pull relationship. Some good conversations to have with your brand marketers are around ...

I made a major career change a few years ago from public sector to enterprise tech, and some of the most useful things I did were adjust my language, incorporate marketin...

I periodically survey my sales team and ask them what their most challenging conversations are with buyers, what materials they have found the most helpful and WHY, and w...