Enabling Different Sales Audiences
Product Marketers Can’t Take a One-Size-Fits-All Approach to Enabling Sales Let’s dispel a certain belief or practice that you’ll often hear in Sales, “If it’s not short, my sellers won’t read it.” I have never met a top seller who didn’t take the time to…
“Sales Card” or “Battle Card?”
Product Marketers Often Blur What Should Be a Clear Distinction Between These Two Terms. It’s not uncommon that I hear from Sales and others in the organization including Product Marketers that we need a “Sales Card” or “Battle Card.” “Hey, we really need a battle…
Gaining Real Insights from Sales
Product Marketers need an empirical way to glean insights from Sales teams. You would think that your sales teams would have a very strong bead on customers and prospects in terms of their pains, challenges, desired outcomes and so on. However, this isn’t always the…