how product managers can talk with their sales teams

@kdsasser

Engaging the Sales Team for Better Discovery & Validation

ProductCamp Atlanta “The Ocho”

@kdsasser

What the Sales Manager Said…

@kdsasser

…Sure, I will send an email to the team and get you some feedback…

@kdsasser

From: Sales ManagerTo: Sales TeamSubject: Weekly Update

Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive.

Also, the Product Management Team is looking for feedback from the field, email me if you have any.

Sincerely,

@kdsasser

What the Sales Team Sees…

@kdsasser

From: Sales ManagerTo: Sales TeamSubject: Weekly Update

Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive.

Also, the Product Management Team is looking for feedback from the field, email me if you have any.

Sincerely,

This Pays My Bills

@kdsasser

From: Sales ManagerTo: Sales TeamSubject: Weekly Update

Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive.

Also, the Product Management Team is looking for feedback from the field, email me if you have any.

Sincerely,

Work I do not get paid to do

@kdsasser

The World of the Sales Team

@kdsasser

The World of the Sales Team

Quota Everything Else

@kdsasser

“People will only do, what they can’t, can’t do”

David EckoffProductCamp Atlanta Seven

Top Rated Speaker

@kdsasser

The Critical PathProspectin

g

Needs Analysis

Qualifying

Presenting

Negotiating

Closing

@kdsasser

Before You Talk to Sales People…..

@kdsasser

60% to 65% of Sales People…. Do Not Belong in Sales.

@kdsasser

80% of Your Revenue is Most Likely Coming from 20% of Your Sales Team.

@kdsasser

Unfortunately, it’s the underperformers who will yell the loudest about product features.

@kdsasser

The Whipping Post

• Didn’t Learn the Requirements• Gave a Generic Presentation• Did Not Engage With the Prospect• Had Poor Follow Up

@kdsasser

The Whipping Post

“Why Did We Lose?”

“Our product lacked the widget feature”

@kdsasser

Filter Your Input

Talk to the Reps Who Are:• Methodical• Consistent Sales Performer• Able to articulate – Where You Win– With Whom You Win– Why You Win – Why You Lose

@kdsasser

Quick Test

How do you start your demos?

@kdsasser

Quick Test

BAD ANSWERS• We have a script• I just start talking• I start with an deep dive

overview of our company

GOOD ANSWERS• We confirm the prospect’s

objectives for the project.• We discuss how we helped

companies with similar objectives become successful

@kdsasser

Engaging Your Sales Team

@kdsasser

Product Strategy

@kdsasser

MarketIntelligence

@kdsasser

Have One-On-One Sessions with Sales RepsWHEN POSSIBLE

@kdsasser

The Critical PathProspectin

g

Needs Analysis

Qualifying

Presenting

Negotiating

Closing

Organize Your Conversations and Collaboration Around Key Sales Activities

@kdsasser

@kdsasser

The Critical PathProspectin

g

Needs Analysis

Qualifying

Presenting

Negotiating

Closing

Which role do you target in Prospecting?

@kdsasser

The Critical PathProspectin

g

Needs Analysis

Qualifying

Presenting

Negotiating

Closing

What client needs make you feel good about our chances of winning?

Which needs make you run away from the deal?

@kdsasser

The Critical PathProspectin

g

Needs Analysis

Qualifying

Presenting

Negotiating

Closing

What client needs make you feel good about our chances of winning?

Which needs make you run away from the deal?

@kdsasser

The Critical PathProspectin

g

Needs Analysis

Qualifying

Presenting

Negotiating

Closing

What is the most engaging topic in your sales pitch?

@kdsasser

Attend a Sales PresentationWHEN POSSIBLE

@kdsasser

The Critical PathProspectin

g

Needs Analysis

Qualifying

Presenting

Negotiating

Closing

How often do you see our competitor’s pricing?

@kdsasser

The Critical Path

Use Lost Accounts for Customer

Discovery

“Would we have won this account if we

had…”

Prospecting

Needs Analysis

Qualifying

Presenting

Negotiating

Closing

@kdsasser

Engaging the Sales Team for Better Discovery & Validation

ProductCamp Atlanta “The Ocho”