Win the “Customer Value” Relay Race and Dominate Your Market
Proficientz – Product Management University
JUNE 20, 2017
There are seven legs in the race for market leadership. The marketing and sales enablement function has three goals: Create a corporate résumé (positioning) that communicates your strategic value to the market in the customers’ vocabulary. Equip the salesforce to facilitate credible and consultative business conversations with executives (strategic), managers (operational) and users (tactical) to distinguish your organization from the competition.