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Sara Archer: How Product and Sales Can Work Tog...

Turing Fest
July 22, 2024
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Sara Archer: How Product and Sales Can Work Together to Find PMF (& Why We Built a CRM)

“Pick a lane,” said one ChartMogul customer. “This is a perfect natural extension to ChartMogul,” said the next. Going multi-product is a challenging, yet tried and true growth strategy. But, what role does a revenue leader have in influencing product strategy? How can they help you on the road to product-market fit? ChartMogul’s VP of Sales tells the story of building and bringing to market their new CRM — and what it’s like in early days to compete with some of the biggest players in SaaS.

Turing Fest

July 22, 2024
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Transcript

  1. How product and sales can work together to find PMF...

    and why we built a CRM Sara Archer VP of Sales​ 1
  2. Product ⚔️ Sales "I thought you said it was going

    live this quarter" "…FOR INTERNAL TESTING"
  3. 3

  4. • • • • • A natural extension of our

    existing platform and user behavior Retention Lead generation Revenue Fun 🎉
  5. Be decisive about your 'why' • • • • •

    Drive demand Help retention Increase product stickiness Enter a new market Or...??
  6. & about what constitutes success Total fail Good enough We're

    onto something 🚀 • • • low enthusiasm inability to book meetings difficulty answering questions • • high effort to bring about action confusion but no distaste • • • • handraisers self-service customers influencer interest people 'get it'
  7. Early PMF signs according to a VP of Sales Feelings

    of pull versus push Your network rallies around you The team has a domain hunger Low sales friction with early adopters
  8. “ Head of Sales at hot new Berlin startup Why

    should our startup choose your CRM over HubSpot?
  9. Lesson #2 Picking the right ICP empowers sales to be

    experts capable of solving real business problems for your customers.
  10. How to go from ⚔️ to 🤝 Sell the vision,

    test the messaging, get good at relaying feedback Build an opinionated product that delivers on its promise
  11. • • • • Strong emphasis on design and high

    rate of innovation Clear timing and process Pristine documentation Strong theory of business • • • • • We are the hype Strong verbal skills Little fear of rejection The ability to sell your vision We protect the vision and communicate feedback clearly Sales Product 🤝
  12. Lesson #3 Success is contingent on: (1) an articulate product

    vision (2) a culture of high performance (3) empathy
  13. Wrapping it all up Picking the right ICP empowers sales

    to be experts capable of solving real business problems for your customers Success is contingent on: (1) an articulate product vision (2) a culture of high performance (3) empathy Agree about about why you’re building a new product before you start ​ #3 #2 #1