puzzle pieces
Posted on December 6, 2016 by John-Henry Scherck

[Podcast] Tackling Adaptable Sales Content with Megan Tonzi, Marketing Director at Monetate

Recently, our CEO, Russ Heddleston, sat down with Megan Tonzi, Marketing Director at Monetate, Inc., to talk about content creation for sales teams and how to approach “adaptable content,” content that’s created by marketing for sales to modify and personalize for individual sales situations. They also discussed:

  1. Issues that adaptable content (aka skeleton decks) can create for sales and marketing teams.
  2. The difference between content that’s meant to be presented by a rep in person and content that’s meant to be sent over email.
  3. Why organization is a critical skill for all marketers that want to work well with sales team.


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school of fish
Posted on November 22, 2016 by John-Henry Scherck

Best Practices for Educating and Training Sales Teams with Rachel Balik, Director of Product Marketing

Recently, our CEO, Russ Heddleston, sat down with Rachel Balik, Director of Product Marketing at Demandbase, to discuss best practices when it comes to training and educating Sales, key topics discussed were:

  1. How to educate sales teams so they will actually understand the meaning behind the content you create.
  2. Ongoing challenges that all product marketers face with content adoption and comprehension.
  3. How new product marketers can best shape their relationship with Sales.

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ants marching in an aligned manner
Posted on November 10, 2016 by Jessic Pfeifer

5 Benefits and 5 Tips for Aligning Sales and Customer Success

In a typical company with a customer success program, the lead’s journey is straightforward. First they’re in the hands of Marketing; then they’re given to Sales; finally, they’re onboarded and introduced to Customer Success. But for many companies, there’s often very little communication, much less alignment, between these departments.

Communication between these teams is key to finding, serving, and delighting your ideal customers – all while ensuring they achieve their ideal outcomes. In my experience, when Sales and Customer Success do work together, customers are happier, retention rates rise, sales improve, and referrals abound.

The secret is to align everyone’s interests.Continue reading

rogue content image
Posted on October 25, 2016 by John-Henry Scherck

Talking Rogue Content with Robin Pam, Senior Product Marketing Manager at Optimizely

Recently, our CEO, Russ Heddleston, sat down with Robin Pam, Senior Product Marketing Manager at Optimizely, to talk about content creation for sales teams and what to do about “rogue content,” content that’s created by individual contributors on the sales team that hasn’t been approved by marketing. Key topics discussed include:

  1. Why rogue content is both a blessing and a curse
  2. Why rogue content is a symptom of a bigger problem
  3. Why the best sales reps alter content from marketing before sending it to a buyer and how to best enable them to do so

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Stack of Case Studies for Product Marketing Post
Posted on September 13, 2016 by John-Henry Scherck

A Sales Enablement Sit Down with Diana Smith, Director of Product Marketing at Segment

Recently, our CEO, Russ Heddleston, sat down with Diana Smith, Director of Product Marketing at Segment, to talk best practices and tips for companies looking to improve product marketing and sales enablement with content. We discussed:

  1. The first pieces of collateral you should create for your sales team. 
  2. How to segment content so it speaks to different stakeholders.
  3. How to involve your sales team in the collateral creation process.

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extending a hand in a gesture of offering
Posted on August 16, 2016 by John-Henry Scherck

Here’s How to Strategically Conduct your Job Offer Calls to Win Over Candidates

Offer calls are the tip of the iceberg of recruiting. This 15 minute call represents perhaps a hundred hours of labor. Despite being so small, it still has the chance to make an impact because — like that iceberg — it’s the last impression before the impact. Therefore, I do everything I can to push someone over the line during the call. Over the course of ~100 offer calls, I’ve found a few things that help sway a candidate in my direction.Continue reading

Over 50 women telephone switchboard operators and their supervisors. During this period (circa 1914), only young women (not men) were hired for this type of work at a Salt Lake City, Utah company. This photo was scanned from an 8x10 glass negative contact print.
Posted on August 8, 2016 by John-Henry Scherck

This Isn’t Your Grandpa’s Sales Team: How the Sales Floor Has Evolved [Infographic]

Sales has evolved. With the rise of software as a service (SaaS), sales has become a quantitative field where every step of the funnel can be measured, tested, and improved.  It’s no longer about pounding on doors or working your alumni network, it’s about finding real pain in the marketplace and solving it. In order to keep up with the times, sales needs to adopt technology, specialize in their individual roles and play as a team.

Taking data and ideas from CEB, McKinsey, Jeffrey Gitomer, HBR, Salesforce State of Sales 2015, and LinkedIn State of Sales 2016, we put together this infographic to outline how sales has changed, and what your team can do to keep up with the times.Continue reading

open mic for sales presentations
Posted on July 26, 2016 by John-Henry Scherck

Authentic Sales Presentations: How Your Team Can Win More By Being Themselves

If a prospect smells BS coming from a rep during a demo or sales presentation, the deal’s already dead. Every buyer has an internal BS radar. The bigger the ACV, the more fine-tuned their radar. The second it’s triggered, the chances of closing the sale are obliterated.

If your team is puffing out their chests and selling in a way that isn’t true to themselves, prospects are going to spot their routine and shut down. To connect with buyers, salespeople need to develop their own unique selling style that’s true to themselves. We’ve all listened to a new account executive struggle through a sales presentation. It’s awkward for everyone involved. On the flip side, when you hear someone speak authentically, with conviction and authority, you want to trust them immediately. They may be pitching you, but it doesn’t feel like you are being sold.Continue reading

handshake of metal for sales triggers post
Posted on July 5, 2016 by John-Henry Scherck

How To Use & Personalize Sales Triggers to Start Meaningful Conversations

In sales, timing is everything. If you stay vigilant and watch for the right signs, you can hit up a buyer at the perfect time and move your deal forward. These signs that modern reps are always monitoring for are sales triggers. They are key events that indicate a prospect is more likely to be in the buying mindset.

There are two things a sales trigger can signal:

  1. a change in company priorities.
  2. an increase in budget.

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