Priya Gill

It really depends on the type of enablement that you’re doing and the problems you’re looking to solve. But at the end of the day, there are two key metrics I’m always looking at, which is the average contract value (in conjunction with number of deals won) and the win rates. In addition to looki...more

I’m not sure what you mean by “category management”, but many of the experiences you list are key experiences that any PMM should have. Having said that, many hiring managers (including myself) look for PMMs with traditional product marketing experience. Many PMMs who’ve made the leap from non-tr...more

This is a tough one because it’s difficult to set any sort of revenue targets for your industry if sales is not fully aligned and compensated to sell to that industry. You could be setting yourself up for failure. Not sure who’s requiring you to set a target in this way, but I would first ensure ...more

It first starts with identifying who your target buyers are, and building a set of “persona packs” that establish a baseline of key information in understanding buyer needs and evaluation criteria. This is critical to have so that you can properly educate your sales teams to have more effective c...more

There are multiple key metrics I look at to see how our industry programs are performing and positively influencing the right outcomes, sliced by industry: * Company-level metrics: growth, profitability and retention * Marketing metrics: pipeline, campaign/content performance, brand perception...more

PMMs and Industry PMMs are very similar in terms of the core skill sets needed to be successful in their roles. The biggest difference is that they need to intimately understand the industry or set of industries that they are responsible for and the unique needs of the personas that they’re targe...more

From a tool perspective, I've been leveraging Crayon to get up to date insights on our competitiors and shifts in the competitive landscape. Doing win/loss interviews is also incredible insightful, and we leverage Clozd for that. But the best way I stay ahead of the competition is actually using ...more

There are 3 that I primarily look at that PMM influences (not directly drives): * Pipeline / Bookings (Demand gen / monetization efforts) * Win rates (Sales enablement and content) * Product adoption (Growth efforts) There are metrics that we can directly tie to PMM but that I find to be les...more

This pitch deck is commonly sited as one of the best: https://medium.com/the-mission/the-greatest-sales-deck-ive-ever-seen-4f4ef3391ba0 And I’m not surprised to see that because it has all of the elements you’d likely see in a pitch deck: a unique market shift and the challenges it presents, how...more

In the B2B space, getting Sales to fully adopt new messaging is almost always a challenge, especially for a product or service that has existed for quite some time. In many cases, you’ll find that even after extensive training, they may end up reverting back to their standard discovery and pitch....more