Intercom, Inc.

NOVEMBER 20, 2018

Despite that value, however, there’s a drawback – a lack of formal sales training and sales process can seriously undermine those initial efforts. In this post, I outline how SaaS founders should modify their approach and implement a simple sales methodology to increase their odds of success. Unique sales approach.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

Gainsight

DECEMBER 23, 2019

Sometimes CSPs [Customer Success Professionals] didn’t have this cause they hadn’t gone through sales training, they didn’t understand all the basics that maybe a salesperson might. The second thing is in B2B versus B2C, you have this idea of multiple stakeholders. So that’s kind of number one.

Customer Experience 52

Customer Experience User Testing Customer Feedback B2C 52

Product Management University

AUGUST 5, 2019

Here are five B2B product management best practices that’ll give product management teams the coveted “strategic” moniker among executives, marketing, sales, engineering and customer success teams. Sales Training. When it comes to sales training, products play a supporting role, not a leading role.

B2B 100

B2B Sales Training Product Management Product Manager 100

B2B Product Management

DECEMBER 6, 2016

You work with Marketing to define the customer profile, you work with business development to do sales training and enablement. You identify the target market, the market size, you build out the initial vision of the product. You define the pricing of the product. You lead the overall Go-to-market effort.

Analytic Tools 45

Analytic Tools Outbound Inbound Research Software 45

Mironov Consulting

JULY 27, 2023

Lately, I’ve been writing a lot about entirely predictable goal misalignments between the maker side (product, engineering, design) and the go-to-market side (sales, marketing, customer success) of tech firms, especially at B2B/enterprise software companies.  That  ( “Of course we can make that work.  Sounds

Information 98

Information Weak Development Team Reporting Tools Technical Review 98

Product Management University

FEBRUARY 25, 2020

In B2B, you’re usually better off to build your growth strategy on the three common markets until you reach critical mass in terms of market share, wallet share and customer success. Sales Training on Customers vs. Products. When it comes to sales training, products play a supporting role, not a leading role.

Marketing 130

Marketing Product Management Product Manager Reporting Tools 130

Intercom, Inc.

JANUARY 16, 2019

Sales doesn’t need to be a cost center. Excerpt from “ What is the optimal structure of a startup SaaS B2B sales team? ”. Structure your sales organization for maximum efficiency. A pod model for your sales team creates focused tight-knit groups, or “pods” that comprise team members playing different roles.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156