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Salespeople do the darndest things - and it just might be product management's fault!

Product managers are constantly amazed at the things salespeople will do, from chasing long shot opportunities to promising impossible benefits and non-existent functionality to prospects when trying to close a deal. Even though we like to blame the sales team for behaving in this manner, it may really be the product managers' fault. Product Managers should own the message and then enable the sales team to take this message to the market. Unfortunately, sales enablement has become one of the most overlooked functions of the product management role.

In this presentation, we will review the reasons salespeople do the darndest things, learn the detrimental impact this has on the company and discuss product management's role in preventing this. We'll address four key components of effective sales enablement tools and show you how to build these components. Then we'll wrap up with final thoughts on best practices to help you achieve an effectively enabled sales team.

Bio: Tom Evans is Principal at Lucrum Marketing and brings over twenty years of successful hi-tech business experience helping start-ups as well as Fortune 500 companies create and launch winning products. Tom's experience covers numerous vertical industries, technologies and international markets.


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