In Episode 10 of 'If I Knew That,' I discuss the type of content to produce for different members within a decision committee when selling a product to large enterprises. 00:00 Enterprise content and how it changes based on the persona. 00:13 Understanding Decision Committees 00:50 Website Content for Different Roles within the decision committee 04:56 Event content for Different Audiences 05:47 Email and Presentation content 07:10 Webinars and User Guides 08:17 Conclusion and Final Thoughts

Navigating Enterprise Decision Committees in Sales and Marketing

In this episode, I delve into the structure of decision committees in enterprise sales.

We explore the critical roles within a decision committee, including decision makers, functional leaders, champions, and end users.

And the importance of tailoring marketing content and plans to address the needs and thought processes of each role within the committee.

Effective marketing should consider the unique challenges and expectations of these roles, from the C-suite to managers, to ensure that all decision-influencers are engaged and informed.

00:00 Introduction to Enterprise Decision Committees

00:31 Understanding the Decision Committee Structure

00:39 Roles within the Decision Committee

02:27 Common Mistakes in Marketing to Enterprises

03:03 Targeting the Right Audience in Marketing

04:39 Tailoring Content for Different Roles

06:06 Creating Effective Marketing Assets

07:16 Conclusion and Final Thoughts

In the 8th episode of " If I knew that", I spoke to Faraaz Peerbhai, Product marketing at MoEngage.

This conversation with Faraaz was one of the most interesting ones I've had recently.

We go into details on ,

1. What PMM role looks like in Mid-market vs Enterprises.

2. What works and what doesn't work?

3. How do you figure out positioning and messaging?

4. How messaging evolves with your product?

5. How do you identify you need product marketing?

6. When do you or should you change messaging when market changes?

and much more..