Exercise 1 of 4
Content by Sales Stage
24 points
Sort these content types by where they're most useful in the sales cycle.
Industry trend reports
Problem/solution overview decks
Educational webinar recordings
Product demo scripts
Competitive battle cards
Technical architecture diagrams
ROI calculators
Customer reference stories
🌱 Early Stage
⚡ Mid Stage
🎯 Late Stage
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Exercise 2 of 4
Enablement Formats
24 points
Sort: which formats work vs. which typically fail?
One-page cheat sheets
60-second video explainers
Searchable content library
Talk tracks with exact phrases
50-page product guides
Mandatory 2-hour training sessions
Email-only content distribution
Quarterly content updates only
✓ Works Well
✗ Often Fails
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Exercise 3 of 4
PMM-Sales Partnership
24 points
Sort these activities: PMM responsibility vs. Sales responsibility?
Creating messaging frameworks
Building competitive battle cards
Developing demo narratives
Training on new product releases
Customizing decks for specific accounts
Providing win/loss feedback
Requesting customer references
Sharing competitive intel from deals
📋 PMM Creates
💼 Sales Contributes
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Exercise 4 of 4
Enablement Strategy Scenarios
28 points
Scenario 1
Sales says they can't find your content and it's "not relevant."
What's the BEST first step?
Scenario 2
You need to enable sales on a major new feature launching in 2 weeks.
What's the BEST approach?
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Score Breakdown
Exercise 1: Content by Sales Stage 0/24
Exercise 2: Enablement Formats 0/24
Exercise 3: PMM-Sales Partnership 0/24
Exercise 4: Enablement Strategy Scenarios 0/28