Here are 10 ways you’re providing deal support, that you should start tracking today 👇
As a product marketing or competitive intelligence professional, you’re likely supporting deals in many ways. Some are obvious, while others may not be.
Here’s a list of ten I often hear when working with PMMs:
1️⃣ 1:1 competitive strategy sessions with reps
2️⃣ Offline competitive enablement (i.e. addressing one-off competitive questions or challenges)
3️⃣ 1:1 deal strategy sessions (i.e. how to position a product for specific use cases, customer pains, industries, etc.)
4️⃣ Joining calls to help demo, explain, position new product capabilities
5️⃣ Joining calls to specifically present why your solution is differentiated from a competitor — we refer to these as “differentiation calls”
6️⃣ Providing customer references
7️⃣ Building 1:1 deal-specific content pieces (ie. business case decks, maturity assessments, landscape analysis)
8️⃣ Opening doors to new contacts in an opportunity (ie. making introductions or influencing buyers in the marketing or executive depts)
9️⃣ Joining calls to act as a subject matter expert on your industry/market
🔟 Strategizing with reps to craft specific email responses around objections
Surely I’ve missed some.
Drop your ideas in the comments 👇
#productmarketing #competitiveintelligence #salesenablement #marketing