Sales Enablement

We are moving upstream from working with executive search firms and recruitment agencies to working with in-house enterprise and MM companies. Each type of firm needs the software for recruitment purposes, but each has different pain points and feature interests within the platform

We have a lot of stakeholders involved during our launch process. Sales is the most important, yet the least involved pre-launch.

When it comes to PMM core duties, typically who are the best partners in the sales org, who has the knowledge and the customer touch points to really help PMMs win?

Product Marketing Product Management Independent technical writing team Customer success / support

(For instance: pitch decks, collateral, competitor research, FAQs, etc.)

Oftentimes, Sales has short attention spans, and it can be a challenge to cover all they need to know around a product launch, competitor update, pricing change, and more

Oftentimes, PMM does not directly execute the campaign but rather provides a foundation or collaterals for sales and marketing to use. How do we calculate our percentage of contribution to the final results?

I'm struggling to determine whether my sales reps are actually using content, and if its helping them win deals.

For instance, it's easy to jerry-rig performance to a one-sheeter that was sent in the course of a deal, but I'm having trouble finding ways to measure performance for intangible efforts that improve sales performance but isn't easily attributable to revenue.

for example, how do you tie products to fit together instead of going to market with one product/one focus point?

Eg: How do you structure it? I can imagine some standard sections such as Competition, Market Problem but are there standard "must haves" section that have worked well.

Sales Enablement is now seen as a new functional area in many organizations separate from Product Marketing.

I already have things like Customer Visits, a Sales Enablement / Content Management tool, SKO, pricing model consulting.

If it's because your sales reps have poor delivery, should you rework your messaging anyways, or rework training and enablement?

I'm starting to build our competitive program here at Percolate and I am personally questioning the need for creating a unique sales asset for each competitor.

Our sales team is used to selling to SMB and mid-market.