Mary Margaret

Great question! Core things to keep in mind: 1. You will be selling to a committee, versus one person/one core contact 2. Due to that, you'll want to really understand t...

I don't think of it as a hierarchy, but more of a messaging map that focuses on the end audience (whether that is an exec or an end user) and their specific pain points. ...

If you are one person it is all about ruthless prioritization. That is the one thing that will make or break you and your efforts. Through feedback from the team and fr...

1. Take the time to understand their needs and paint points 2. Work with Sales leadership on a plan for rep adoption: align on the resourcing, rollout, measurement, and e...

This is a meaty question with answers that don't fit neatly in this rectangular box, but will try! First, make sure you are telling a story: Are you clear on who you are...

My answer depends on the content and size of the team. Ideally: A lot of the ones listed--help articles, knowledge base, how-to, FAQs---should likely live with a technic...

There should be involvement when it comes to alignment on the year's go-to-market strategy and any refreshed or new product positioning. Because it is the one opportuni...

The best incentive is to show them the opportunities it will unlock for them. Example: Let's say you are trying to shift reps from talking about single products to a su...

Easy: approach the effort strategically. Be clear on the why, what, and how. 1. Start with the goals. 2. Get clear on the jobs to be done. 3. Ladder the tactics up ...

It's really mainly two primary questions for reps when it comes to content requests: -What problem are they trying to solve? -Who is the audience? -What is the distrib...