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  This is a must-close.”

Information 98

Information Weak Development Team Reporting Tools Technical Review 98

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.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

The Product Coalition

FEBRUARY 26, 2022

They rarely focus on testing ideas through experimentation, finding market opportunities or learning what customers want, but instead, drown in bureaucratic meetings, arguing with stakeholders (instead of actually engaging in meaningful dialogue with them) and justifying backlog decisions (instead of reporting on outcomes from those choices).

User Testing 168

User Testing Weak Development Team Customer Experience Customer Feedback 168

Business of Software Conference

NOVEMBER 28, 2019

There are three main aspects to sales: Planning, Selling, and Tools. This talk from Stephen Allott takes you throught the journey of planning for success and which rules and tools can help and hinder your organization. From generating good leads, to spotting good sales people and how to motivate them to be better.

Analytic Tools 40

Analytic Tools Research Software Data Visualization Software Review 40

Business of Software Conference

NOVEMBER 30, 2020

So I use it as a forcing function to clarify my thinking around a thing that I’ve been doing both when I was a VP marketing, working inside companies, but also as a, as a consultant, a thing that I’ve been doing with my clients a lot. And what do enterprise buyers actually want in sales people?

Research Software 64

Research Software User Testing Positioning Product Research 64

Intercom, Inc.

JANUARY 16, 2019

If you want to build a revenue engine that will fuel long-term growth, you need to build and scale your sales org with intention. Only then will you have the foundation to consistently win new customers, upsell existing ones and see the kind of predictable growth that’ll be the making of your company. LB Harvey, VP of Sales, Intercom.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156