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Director of Product Management, Speech AI at Cisco
in addition to the above, having alignment ahead of time across Product marketing and sales leadership - about customer segments,personas, sales conversation roadmap/challenger framework, appropriate content (standardized, articulated well), all help to ensure sales always has all the content the...more
Product Marketing Director at
"What part of no don't you understand?" That's the question I usually end up asking. =D Sarcasm aside, at least 95% of the requests I get don't need new content, either because an appropriate option exists or the rep's request is for a one-off piece that isn't necessary. Other than that I...more
Founder at BrainKraft
1. What step in the buyer's journey on you on? 2. What buyer persona are you dealing with? 3. What problem/objection are you encountering? 4. What have you tried? Sales reps ask for content they *think* will help them close a single deal. They have little regard for content that is effectiv...more
Head of Product Marketing at Scale AI
For me, I generally start with questions to determine if new content is actually needed (versus piling on to an already long list of requests). In addition, to your examples above... Evaluating If Content Is Needed * What is the asset that you're requesting?  * Ask yourself: Does it ...more
Head of Product Marketing, Jira Align at Atlassian
I like to ask: * Who is this for * Who else would use this * What are you trying to achieve with this * Why now In some cases a sales rep may come asking for a very specific piece of content they think can help in a sales situation. Going through the questions above helps me und...more
Sr. Director, Product Marketing at HubSpot
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 distribution and adoption plan?  ...maybe a 4th, depending on the answers to the above, is if there are examples they can point yo...more