Talya Heller G.

I’ve seen many methods out there but what worked best for me in past companies was a category structure based on customer impact (taking into account existing and potenti...

A great briefing deck is a mix of big-picture positioning brought to life with customer stories and value drivers demonstration. And while it’s perfectly fine to have a g...

There are three ways I’ve successfully achieved that in past roles:conduct win/loss analysis regularly. Don’t neglect the quantitative part and look at competition, win r...

In short: focus on enablement, not on battlecards.I don’t know how and why battlecards became the golden standard but I always felt that format miss the mark because it’s...

You’ve received some great advice here. I think listening to calls, joining LI groups or following hashtags they care about is a great source of information. Here are a f...

Enterprise sales motion is one of the harder ones to pull off because it's usually long and involves large deal sizes. That usually means big buying groups with many detr...

Two great sources of VOC that will interest your counterparts from other teams:CAB - customer advisory board, usually run by Product but PMM and CS are well-positioned in...

The answer is, as always, it depends :)Is the PMM the owner of the launches at the company?If yes, their KPIs can be process related; i.e. snags in as well as successes (...

Speaking from experience, even if there’s no MQ in your category you should still engage with analysts regularly—if your buyers speak to them regularly. Here’s why:Other ...

I honestly think it depends in the type of PMM you want to be.If you want to be in rooms where decisions are made and influence those, I’d say yes it’s a very important s...