The Secret PM Handbook
OCTOBER 9, 2018
When sales are not going well, company leadership might ask product management come in to help hit the numbers. As Geoff said: …when the bookings are light, often product management is diverted to “fix” the problem. This can be a bad thing or a good thing. Often] not a great idea.
Gainsight
DECEMBER 15, 2023
You want to be able to go into a meeting and talk to leadership about your book of business and how much it’s worth,” says Dhaliwal. Tip 2: Invest in Sales Training for Your CSMs An easy step to get CS closer to the revenue and expansion pipeline is to give CSMs access to the type of training that their Sales team gets. “If
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Intercom, Inc.
SEPTEMBER 4, 2019
Sales coaching is a series of teaching methods used to improve the performance of reps. The concept of coaching is different from sales training: sales training is usually the same for everyone, while coaching is based on the individual needs of each rep. Example data sheet that I ask my reps to fill out.
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.
Gainsight
AUGUST 31, 2022
Many of my views toward CX were shaped during my “previous life” in sales, which has long relied on a standardized set of metrics — bookings targets, conversion rates and other productivity numbers — by which reps earn the respect and trust of CFOs and CROs. Wanted: A data-driven mindset.
Product Innovation Educators
JANUARY 10, 2022
She cofounded the Radical Product Thinking movement of leaders creating vision-driven change, along with authoring the book Radical Product Thinking: The New Mindset for Innovating Smarter. Logistics: How does the solution get to customers (support, sales, training customers, professional services)? 22:13] Prioritization.
Amplitude
MARCH 11, 2020
I want to make the case, informed by the writing of Marty Cagan , particularly his book Inspired and by learning from Teresa Torres , through her workshops and team coaching , that output or feature-based roadmapping is a thing of the past in product management. Ensure that booked meetings actually occur. You can align on direction.
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