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. This needs to change.
The Product Coalition
FEBRUARY 26, 2022
To be fair, I do know great product managers who do the opposite of everything I’ve said here, and I know great sales and marketing people who engage constructively and a lot of this has to do with organisational culture, top down. “Show me how the empowered product teams model is in practice within your organisation.”
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