Molly Friederich

This is tough to measure quantitatively without tooling in place to track how often collateral is used, so if that's an option for you, start there. Then be curious about what assets are used most often because they're familiar/readily available, and what assets are actually the most strategic. ...more

Great question! I am biased, but I LOVE having a dedicated Sales Enablement partner, so I'd say the sooner the better.  They're able to focus entirely on the enablement strategy, what's working well for sales, what isn't, the biggest opportunities for impact, balancing their cross-team learnin...more

We have been experimenting with a monthly recorded demo presented as a webinar. Our teams can then share out that latest recording with customers and they're never more than a month out from the latest product greatness.  By nature of being a webinar, it saves us from the curse of perfection—w...more

Love what you have already! Do you have budget for qual research incentives? This is a huge gift if you can offer $100 to target personas to provide feedback on messaging, or to prospects for win/loss interviews, etc. Also consider a recruiting tool like Respondent.io if you are running out of lo...more

Regular reminders and reinforcement! Sales teams obviously face a ton of pressure to hit quota, and they need to be as efficient as possible... And while some are awesome at experimentation, many will struggle to adopt new assets/messaging when they're moving fast and rely on what's familiar.  ...more

Congrats, scrappy startup phase is exciting, lots of opportunity to make a big impact!  I suggest starting by getting a baseline understanding of their sales cycle today. What has their approach been? Where are they seeing success, and where are they bottlenecked? Your focus should be differen...more

Congrats! Can you share more about your current context? Is this a new role for the team, or are you stepping into an established function? This will likely inform how much/what type of expectation your stakeholders have... Are there critical existing deliverables to keep in the air? Do they have...more

If the playbooks are insightful and get used... I'm not frustrated! ;)  Creating sales playbooks is frustrating when we're in a loop of perfection over progress. Oftentimes we forget how powerful a small amount of clear, digestible insight can be over an incredibly robust, in-depth asset. I pi...more

This is tough to measure quantitatively without tooling in place to track how often collateral is used, so if that's an option for you, start there. Then be curious about what assets are used most often because they're familiar/readily available, and what assets are actually the most strategic.  ...more

Repetition is so important; it's about embodying the messaging in everything PMM produces, and as you enable on different assets, tying it back to the strategy. Show examples of how key points can come to life in an outbound email, provide them with quick-reference bullets that they can use as re...more