In this talk, Leah Tharin addresses issues of overpromising in Sales teams and proposes solutions for aligning sales efforts with customer needs. Leah Tharin highlights the benefits of identifying qualified leads through user behavior and stresses the importance of product teams understanding the financial impact of their decisions. This combined approach aims to improve customer satisfaction and drive long-term growth.
The main key learnings:
- Align Sales teams’ incentive bonuses with long-term value. Aligning sales compensation plans with long-term outcomes prevents overpromising and ensures that salespeople focus on sustainable customer satisfaction.
- Use behavioral data to qualify leads. Analyzing user behavior within the product helps identify Product Qualified Accounts (PQA) and Leads (PQL), optimizing the timing and effectiveness of Sales teams’ interventions.
- Train Product teams to think in revenue terms. Teaching Product teams to understand and communicate the financial impact of their decisions strengthens alignment between product development and business objectives, facilitating a successful Product-Led Growth approach.
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