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

Very sadly, most product managers I meet today no longer talk directly to customers regularly. I even know some highly effective organisations with hundreds of thousands of users who just have product designers instead of product managers in most of their squads and are seeing positive results. too many meetings.

User Testing 174

User Testing Weak Development Team Customer Experience Customer Feedback 174

Intercom, Inc.

JULY 5, 2018

I think of it as go-to-market consulting. How are they running their meetings? I get very in the weeds, and build sales playbooks, sales process and all that other fun stuff. I realized I get way more value out of helping other sales people figure out how to tap into their full potential.

Technical Review 171

Technical Review Development Team Review Customer Experience User Testing 171

Intercom, Inc.

JULY 5, 2018

I think of it as go-to-market consulting. How are they running their meetings? I get very in the weeds, and build sales playbooks, sales process, and all that other fun stuff. I realized I get way more value out of helping other sales people figure out how to tap into their full potential.

Technical Review 163

Technical Review Development Team Review Customer Experience User Testing 163

Intercom, Inc.

JANUARY 16, 2019

The optimal sales team structure is one that is accretive, where, roughly speaking, each sales rep brings in at least 5x his or her total compensation. It’s perfect for mature startups trying to optimize existing sales resources to tap into new markets and verticals. Train reps for effectiveness, not just efficiency.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156

Business of Software Conference

NOVEMBER 30, 2020

Startups often struggle to communicate the value of their products, particularly in sales meetings. This is a talk about positioning, but a little bit more about how you communicate your positioning or share your positioning. So let’s start with the positioning, like what exactly is level jump?

Research Software 64

Research Software User Testing Positioning Product Research 64