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Continue with LinkedInSales Enablement • Follow ShiQi
How do you make sure your sales enablement is not just a checklist of tactical activities but an actual strategically valuable program?
Head of Product Marketing, Southeast Asia at TikTok
Its important that any activation you do is aligned with sales on goal to either
drive revenue or grow product adoption (usually because there is evidence it
works better for clients). In general if we do sales enablement there are 3
buckets to consider. Being tactical can also be part of buildin...more
How do I measure sales enablement success?
Head of Product Marketing, Southeast Asia at TikTok
I think there's a similar question above on measuring KPIs. Please refer to it.
But essentially I'll look at 2 parts
1. Whether sales has received the information
* Attendance rates, Tests/Quizzes to capture main points, engagement rates
during the training, feedback post the training and ...more
Sales Enablement • Follow ShiQi
For a product marketer who only spends a portion of their time working on sales enablement with little face-to-face time with sales, what's the best way to get buy in from a large sales team?
Head of Product Marketing, Southeast Asia at TikTok
Getting buy in is an exercise on understanding who to influence and what to do
to influence them. A couple of things I think about are
* How do I align the sales enablement plan with sales leads to get a commitment
on either revenue, adoption or being the executive sponsor for what you plan...more
How do you ensure your entire sales team gets the messaging?
Head of Product Marketing, Southeast Asia at TikTok
This is a tough one. I work mainly on Southeast Asia which is made up of
multiple regions and languages. With minimal resourcing, we tend to do a large
online training once a week with the intention to reach as many sales folks as
person.
* We then try to get feedback from the team or the sale...more
Sales Enablement • Follow ShiQi
How do you see ownership of sales enablement between product marketing and marketing? Do you have a go-to stack for sales enablement that you use for product releases? Any templates to share?
Head of Product Marketing, Southeast Asia at TikTok
I believe we should be working closely with marketing teams to amplify all the
internal work to an external facing audience. This can be in the form of pitch
decks, one pagers, workshopts etc that externalizes the content and message we
are trying to launch to market.
For Go-to stack of sales e...more
How far in advance do you perform sales training so that the sales force is competent by the launch date? We have a sales team of 12. How do you validate sales competency?
Head of Product Marketing, Southeast Asia at TikTok
This depends when the product is being launched. Its hard to be competent if
they have not “sold” the product. So usually 1-2 weeks ahead of large product
launches. This also gives us time to collect questions, ensure we are answering
as many FAQs as possible and preparing proper objection handli...more
Which KPIs do you typically use to track sales enablement success?
Head of Product Marketing, Southeast Asia at TikTok
I’ll break this down into 2 parts even though this might be simplified after all
sales enablement likely will have multiple parts depending on importance of
product.
* Whether sales has received the information
* Attendance rates, Tests/Quizzes to capture main points, engagement rates
...more
Sales Enablement • Follow ShiQi
How do product marketers work with sales enablement people? What are the roles and responsibilities?
Head of Product Marketing, Southeast Asia at TikTok
Here’s how I see both roles coming together
* Both: Either can bring up if there’s a topic of interest either from sales or
there is a specific product activation/training need
* Sales enablement – Expertise is to ensure curriculum design and also project
managing the entire process...more