All the things you’ve Discovered can be sold.
The goal of your partnership with Sales is to package these things in a way – which continually expands your market impact. But, your relationship with Sales goes beyond that – as together you’ll craft compelling value propositions which should continually be validated with your target audience.
You are harmonised with Sales. | During your Product work, keep Sales informed on things you find which could be upsold. Have dedicated space to continually feed Sales with upsell opportunities you stumble upon. Work with Sales on the best upsell/cross sell approach per initiative. Involve them in Packaging as they can be valuable there. Involve Sales in building solutions for your customers as these people, more than often, have relevant industry expertise. |
Keep Sales accountable. | The role of Sales is to clear the path for your work by speaking with most relevant stakeholders on your customer side. They are the ones who will actually sell what you have identified and packaged as opportunity. Make sure after reporting opportunities to Sales, these are fed into their existing Sales Account plan you should have access to. Make sure Sales is in constant conversation with the market and are feeding your team about their high-level findings. |
By harmonising with Sales, keeping them informed and accountable, you can ensure alignment between your product strategy and the market. With Sales being so close to the market, they are also your primer partner in organising and conducting user research.
Marking the end of this series, in my last article you’ll learn about the useful questions you can ask yourself and your organization today.
Asking these questions (and getting some answers) would instantly make you a more useful Product Manager and would identify your next To Do list.